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How to Master the Art of Selling

作者: Tom Hopkins （汤姆·霍普金斯）著

出版社: Grand Central Publishing

出版时间: 2007-12

版次: 1

ISBN: 9780446692748

定价: 134.40

装帧: 平装

开本: 16开

纸张: 胶版纸

页数: 416页

正文语种: 英语

分类: 外文古旧书>英文书>管理

6人买过

A revised and updated edition of How to master the art of selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently. In 1976, Tom founded Tom Hopkins International, Inc., and dedicated his life and his company to teaching and inspiring others through his seminars, books, audio and video training programs. Today, over 35,000 corporations and millions of professional salespeople through the world utilize his professional sales training materials. Introduction，by J.Douglas Edwards

1.What the Profession of Selling Really is

2.The Twelve Sources of Sensational Selling Success

3.Question Right and Sink Your Teeth into Sales Success

4. Creating the Selling Climate

5. Why Don't I Do What I Know I Should Do?

6. Learn to Love No

7. Finding the People to Sell

8. Nonreferral Prospecting Methods

9. Referral Prospecting, or The Art of Getting QualityIntroductions

10. Howto Find Fortune and Felicity with the Phone

11. A Spectator Sport, Buying Is Not

12. Put Champion Selling Power in Your Presentations andDemonstrations

13. Finessing the First Meeting

14. Qualification Is the Key to Quota B

15. The Objection Connection

16.Closing Is Sweet Success

17.Sixteen Power Closes for Aspiring Champions

18.A Clutch of Moneygrabbers

19.How to Perspire Less and Profit More From Papenwork

20. Fortune Building Starts with Time Planning

21. How to Sell Your Way Out of a Slump

22. The Most Necessary Skill of All

23. How to Sell to the Most Important People You Know

Index
内容简介:
A revised and updated edition of How to master the art of selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently.
作者简介:
In 1976, Tom founded Tom Hopkins International, Inc., and dedicated his life and his company to teaching and inspiring others through his seminars, books, audio and video training programs. Today, over 35,000 corporations and millions of professional salespeople through the world utilize his professional sales training materials.
目录:
Introduction，by J.Douglas Edwards

1.What the Profession of Selling Really is

2.The Twelve Sources of Sensational Selling Success

3.Question Right and Sink Your Teeth into Sales Success

4. Creating the Selling Climate

5. Why Don't I Do What I Know I Should Do?

6. Learn to Love No

7. Finding the People to Sell

8. Nonreferral Prospecting Methods

9. Referral Prospecting, or The Art of Getting QualityIntroductions

10. Howto Find Fortune and Felicity with the Phone

11. A Spectator Sport, Buying Is Not

12. Put Champion Selling Power in Your Presentations andDemonstrations

13. Finessing the First Meeting

14. Qualification Is the Key to Quota B

15. The Objection Connection

16.Closing Is Sweet Success

17.Sixteen Power Closes for Aspiring Champions

18.A Clutch of Moneygrabbers

19.How to Perspire Less and Profit More From Papenwork

20. Fortune Building Starts with Time Planning

21. How to Sell Your Way Out of a Slump

22. The Most Necessary Skill of All

23. How to Sell to the Most Important People You Know

Index

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How to Master the Art of Selling

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