成功销售生涯/YOUR SUCCESSFUL SALES CAREER
出版时间:
2004-12
版次:
1
ISBN:
9780814408254
定价:
65.00
装帧:
平装
开本:
其他
纸张:
胶版纸
页数:
224页
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Becoming truly successful in sales involves a journey. Along the way, sales professionals must confront challenges involving attitudes, perceptions, and mental barriers as they learn how to work with clients and manage their own careers.
Your Successful Sales Career is a one-of-a-kind manual for rookies and seasoned sales pros alike. This powerful career-enhancer offers exercises, scenarios, and techniques that will help salespeople rise to the top of their profession. Readers will learn:
* 25 strategies for sales success * Why it's important to concentrate more on "why people buy," than "how to sell" * How to take the pressure off during a sales call, and why you should never begin a sales call with a presentation * And how to use the author's foolproof method for establishing trust and communicating with prospects
Along the way, readers will uncover information about themselves that will help them fine-tune the techniques and incorporate them into their current sales practices. In the end, the reader will have everything necessary to become a master of the art of salesmanship. Foreword
Preface: Warning
Acknowledgments
Introduction
PART ONE: GETTING STARTED
1 Discovering the Salesperson Within
2 Creating a "Go" Plan of Action
3 Finding the Right Job
4 Getting Started on the Job
5 Say Goodbye to the Old Game of Sales
PART TWO: GETTING THERE－THE ao-STEP INTERVIEW FOR SALES SUCCESS
6 Step 1－Pre-Call Planning
7 Step 2－Establishing Rapport
8 Step 3－Finding the Pain
9 Step 4－Budget, Terms, and Conditions
10 Step 5－Finding the Decision Maker
11 Step 6－The Review
12 Step 7－The Presentation
13 Step 8－The Reinforcement
14 Step 9－The Close
15 Step 10-After the Sale
PART THREE: STAYING ON TOP
16 Why Sales Careers Plateau
17 Optimize Your Time with Client Categories
18 Marketing Strategies for Selling Professionals
Recommended Resources
Index
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内容简介:
Becoming truly successful in sales involves a journey. Along the way, sales professionals must confront challenges involving attitudes, perceptions, and mental barriers as they learn how to work with clients and manage their own careers.
Your Successful Sales Career is a one-of-a-kind manual for rookies and seasoned sales pros alike. This powerful career-enhancer offers exercises, scenarios, and techniques that will help salespeople rise to the top of their profession. Readers will learn:
* 25 strategies for sales success * Why it's important to concentrate more on "why people buy," than "how to sell" * How to take the pressure off during a sales call, and why you should never begin a sales call with a presentation * And how to use the author's foolproof method for establishing trust and communicating with prospects
Along the way, readers will uncover information about themselves that will help them fine-tune the techniques and incorporate them into their current sales practices. In the end, the reader will have everything necessary to become a master of the art of salesmanship.
-
目录:
Foreword
Preface: Warning
Acknowledgments
Introduction
PART ONE: GETTING STARTED
1 Discovering the Salesperson Within
2 Creating a "Go" Plan of Action
3 Finding the Right Job
4 Getting Started on the Job
5 Say Goodbye to the Old Game of Sales
PART TWO: GETTING THERE－THE ao-STEP INTERVIEW FOR SALES SUCCESS
6 Step 1－Pre-Call Planning
7 Step 2－Establishing Rapport
8 Step 3－Finding the Pain
9 Step 4－Budget, Terms, and Conditions
10 Step 5－Finding the Decision Maker
11 Step 6－The Review
12 Step 7－The Presentation
13 Step 8－The Reinforcement
14 Step 9－The Close
15 Step 10-After the Sale
PART THREE: STAYING ON TOP
16 Why Sales Careers Plateau
17 Optimize Your Time with Client Categories
18 Marketing Strategies for Selling Professionals
Recommended Resources
Index
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