SellingByPhone

作者: Linda Richardson 著

出版社: Mcgraw-Hill

出版时间: 1994-12

ISBN: 9780070523760

定价: 161.60

装帧: 平装

页数: 288页

正文语种: 英语

分类: 外文古旧书>英文书>经济

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Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key results—dramatically higher sales and stronger customer relationships—regardless of the product or service being sold. Linda Richardson,a pioneer in consultative selling,demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and much more. Includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.

Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize ... McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide Part I: Opening.Client Needs.Positioning Product/Idea.Objections and Resolutions of Objections.Closing/Action Step.Follow-Up.
Part II: The Six Critical Skills.Presence.Relating.Questioning.Listening.Positioning Product.Checking.How the Six Critical Skills Work Together.
Part III: Preparing for the Telephone Sales Call.A Basic Telephone Selling System.Telephone or Face-to-Face? Getting to the Decison Makers.Telephone Call Formatting.
Part IV: Prospecting.Getting the Appointment.
Part V: Special Situations.Special Telephone Situations.General Office Telephone Etiquette.Final Tips for Telephone Selling.
内容简介:
Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key results—dramatically higher sales and stronger customer relationships—regardless of the product or service being sold. Linda Richardson,a pioneer in consultative selling,demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and much more. Includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.

Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize ...
作者简介:
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
目录:
Part I: Opening.Client Needs.Positioning Product/Idea.Objections and Resolutions of Objections.Closing/Action Step.Follow-Up.
Part II: The Six Critical Skills.Presence.Relating.Questioning.Listening.Positioning Product.Checking.How the Six Critical Skills Work Together.
Part III: Preparing for the Telephone Sales Call.A Basic Telephone Selling System.Telephone or Face-to-Face? Getting to the Decison Makers.Telephone Call Formatting.
Part IV: Prospecting.Getting the Appointment.
Part V: Special Situations.Special Telephone Situations.General Office Telephone Etiquette.Final Tips for Telephone Selling.

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SellingByPhone

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