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世界上最快的销售培训 SalesBURST!! : World's Fastest (entrepreneurial) Sales Training

作者: Patrick Evans 著

出版社: Oxford University Press USA

出版时间: 2007-09

版次: 1

ISBN: 9780470150719

定价: 194.00

装帧: 平装

开本: 32开

纸张: 胶版纸

页数: 185页

分类: 外文古旧书>英文书>管理

1人买过

　　Praise for SalesBURST!!

  "SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today."
  -Peter Handal, CEO, Dale Carnegie & Associates, Inc.

  "Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy:the manager, the salesperson, and the salesperson's banker."
  -Jeffrey Gitomer, author of Little Red Book of Selling

  "This is a great book that shows you how to make more sales, faster and easier than you ever thought possible."
  -Brian Tracy, author of The Psychology of Selling

  "Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based sales effort can make you successful."
  -John Calamos, CEO, Calamos Investments

  "I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST!! to train my salespeople firsthand."
  -Joel Leetzow, Executive Vice President, North America and board member, Scancode

  "SalesBURST!! is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota."
  -Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and 　　first woman partner at Accenture

  "Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons."
  -Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University

  "SalesBURST!! teaches you to set goals and train for those goals so you win."
  -Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist Patrick Evans is an Inc. 500 winner and the founder of EVCOR, a software integration firm that facilitated the shipping for GE, Intel, Dell, Abbott Labs, and 3,000 other firms. He started EVCOR in his house and eventually sold it for $60 million. He has t Acknowledgments

About the Author

Preface

Late Show with David Letterman: FAST Close

What is the Object of Entrepreneurial Sales  Training?

Definitions

PART I: Secrets

　Chapter 1 Secret # 1 Ask a Question When You Are Lost

　Chapter 2 Secret # 2 Prime the Pump

　Chapter 3 Secret # 3 Role-Play the 10 Perfect Closing Questions

　Chapter 4 Secret # 4 Call Back the Same Day

　Chapter 5 Secret # 5 Intercept

　Chapter 6 Secret # 6 Land Where You Planned

　Chapter 7 Secret # 7 Water, No Ice

　Chapter 8 Secret # 8 The Blame Game

　Chapter 9 Secret # 9 Give and take

　Chapter 10 Secret # 10 Be a Contrarian

　Chapter 11 Secret # 11 B et on Yourself

　Chapter 12 Secret # 12 Is Sales Art or Science?

　Chapter 13 Secret # 13 Immediate Action After Strategy

　Chapter 14 Secret # 14 Program You Mind

PART II: Questioning

　Chapter 15 Answer a Direct Question with a Question

　Chapter 16 The Checklist Close

　Chapter 17 Land Mines

　Chapter 18 Cats, Dogs, or Fish?

　Chapter 19 Alternative Ways to Cold Call

　Chapter 20 Selling an Intangible

PART III: Listening

　Chapter 21 Self-Motivating

　Chapter 22  How to Calm an Irate Customer

PART IV: Hiring

　Chapter 23 The Most Efficient Interview

　Chapter 24 Rejection and Impression

　Chapter 25 Initial Reaction versus Fact

PART V: Organizing

　Chapter 26 21-Day Challenge

　Chapter 27 Sell Like You Are a Business

　Chapter 28 Start Up Capital?

　Chapter 29 Six Degrees from Kevin Bacon

PART VI: Showing

　Chapter 30 Trade Shows: A Successful Way to Sell From a Booth

　Chapter 31 More Booth Marketing Ideas

PART VII: Marketing

　Chapter 32 FREe-commerce

　Chapter 33 Lease and Refinance

　Chapter 34 Your Presentations

　Chapter 35 Better Than New

　Chapter 36 Better Than New

　Chapter 37 You versus Goliath

　Chapter 38 Digitize Your Competition and Reposition

Index
内容简介:
　　Praise for SalesBURST!!

  "SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today."
  -Peter Handal, CEO, Dale Carnegie & Associates, Inc.

  "Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy:the manager, the salesperson, and the salesperson's banker."
  -Jeffrey Gitomer, author of Little Red Book of Selling

  "This is a great book that shows you how to make more sales, faster and easier than you ever thought possible."
  -Brian Tracy, author of The Psychology of Selling

  "Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based sales effort can make you successful."
  -John Calamos, CEO, Calamos Investments

  "I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST!! to train my salespeople firsthand."
  -Joel Leetzow, Executive Vice President, North America and board member, Scancode

  "SalesBURST!! is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota."
  -Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and 　　first woman partner at Accenture

  "Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons."
  -Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University

  "SalesBURST!! teaches you to set goals and train for those goals so you win."
  -Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist
作者简介:
Patrick Evans is an Inc. 500 winner and the founder of EVCOR, a software integration firm that facilitated the shipping for GE, Intel, Dell, Abbott Labs, and 3,000 other firms. He started EVCOR in his house and eventually sold it for $60 million. He has t
目录:
Acknowledgments

About the Author

Preface

Late Show with David Letterman: FAST Close

What is the Object of Entrepreneurial Sales Training?

Definitions

PART I: Secrets

　Chapter 1 Secret # 1 Ask a Question When You Are Lost

　Chapter 2 Secret # 2 Prime the Pump

　Chapter 3 Secret # 3 Role-Play the 10 Perfect Closing Questions

　Chapter 4 Secret # 4 Call Back the Same Day

　Chapter 5 Secret # 5 Intercept

　Chapter 6 Secret # 6 Land Where You Planned

　Chapter 7 Secret # 7 Water, No Ice

　Chapter 8 Secret # 8 The Blame Game

　Chapter 9 Secret # 9 Give and take

　Chapter 10 Secret # 10 Be a Contrarian

　Chapter 11 Secret # 11 B et on Yourself

　Chapter 12 Secret # 12 Is Sales Art or Science?

　Chapter 13 Secret # 13 Immediate Action After Strategy

　Chapter 14 Secret # 14 Program You Mind

PART II: Questioning

　Chapter 15 Answer a Direct Question with a Question

　Chapter 16 The Checklist Close

　Chapter 17 Land Mines

　Chapter 18 Cats, Dogs, or Fish?

　Chapter 19 Alternative Ways to Cold Call

　Chapter 20 Selling an Intangible

PART III: Listening

　Chapter 21 Self-Motivating

　Chapter 22 How to Calm an Irate Customer

PART IV: Hiring

　Chapter 23 The Most Efficient Interview

　Chapter 24 Rejection and Impression

　Chapter 25 Initial Reaction versus Fact

PART V: Organizing

　Chapter 26 21-Day Challenge

　Chapter 27 Sell Like You Are a Business

　Chapter 28 Start Up Capital?

　Chapter 29 Six Degrees from Kevin Bacon

PART VI: Showing

　Chapter 30 Trade Shows: A Successful Way to Sell From a Booth

　Chapter 31 More Booth Marketing Ideas

PART VII: Marketing

　Chapter 32 FREe-commerce

　Chapter 33 Lease and Refinance

　Chapter 34 Your Presentations

　Chapter 35 Better Than New

　Chapter 36 Better Than New

　Chapter 37 You versus Goliath

　Chapter 38 Digitize Your Competition and Reposition

Index

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世界上最快的销售培训 SalesBURST!! : World's Fastest (entrepreneurial) Sales Training

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