Professional selling [[electronic resource] ] : practical secrets for successful sales / / by Rebecca L. Morgan

• Record Nr.: UNINA9910455372903321
• Autore: Morgan Rebecca L
• Pubbl/distr/stampa: Los Altos, Calif., : Crisp, c1988
• ISBN: 1-4175-2059-0
• Descrizione fisica: 1 online resource (102 p.)
• Disciplina: 658.8/1
• Soggetti: Selling; Marketing; Electronic books.
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Description based upon print version of record.
• Nota di bibliografia: Includes bibliographical references.
• Nota di contenuto: ""TITLE""; ""COPYRIGHT""; ""ABOUT THE AUTHOR""; ""CONTENTS""; ""THE SLIM MARGIN OF SUCCESS""; ""INTRODUCTION""; ""SALES SUCCESS: DO YOU HAVE WHAT IT TAKES?""; ""CHARACTERISTICS OF SUCCESSFUL SALESPERSONS""; ""1. COMMITMENT""; ""2. HEALTHY EGO""; ""4. SENSE OF HUMOR AND ENTHUSIASM""; ""PROFESSIONAL SALESPERSONâ€?S QUIZ""; ""PROFESSIONAL SALESPERSONâ€?S ASSESSMENT""; ""PART Iâ€?GETTING STARTED""; ""FINDING PROSPECTS""; ""ACQUIRING REFERRALS""; ""USING THE TELEPHONE TO QUALIFY AND GET APPOINTMENTS""; ""OVERCOMING TELEPHONE COLD CALL RELUCTANCE""; ""DEFROSTING TELEPHONE COLD CALLS""; ""THE PLAN""; ""THE CALL""""THE CONNECTION""; ""SOME ADDITIONAL TIPS TO MAKE YOU MORE EFFECTIVE ON THE PHONE""; ""WRITE YOUR OWN TELEPHONE OUTLINE""; ""TELEPHONE COLD CALL CHECKLIST""; ""CASE STUDY""; ""PART IIA FACE-TO-FACE SELLING""; ""UNDERSTANDING THE PROCESS""; ""PRESENTATION STRATEGIES""; ""PRESENTATION STRATEGIES WORKSHEET""; ""STARTING THE INTERVIEW""; ""ASKING QUESTIONS""; ""Open-Ended Questions""; ""Closed-ended Questions""; ""CASE STUDY""; ""FACTS/FEATURES, TRANSITIONS AND BENEFITS""; ""FACT/FEATURES""; ""FACTS VS. CLAIMS""; ""TRANSITIONS""; ""BENEFITS""; ""Ten Common Benefits""; ""1. To Make Money""""2. To Save Money""; ""3. To Save Time""; ""4. For Recognition""; ""5. For Security/Peace of Mind""; ""6. For ; Convenience/Comfort""; ""7. For Flexibility""; ""8. For Satisfaction/Reliability/Pleasure""; ""9. For Status""; ""10. For Health""; ""PART IIBâ€? CLOSING FOR COMMITMENT""; ""TESTING FOR BUYING INTEREST""; ""SAMPLE CLOSES""; ""REDUCING RESISTANCE AND COUNTERING CONCERNS""; ""PERSUASIVE WORDS""; ""OVERCOMING OBJECTIONS""; ""THE IMPORTANCE OF NONVERBAL COMMUNICATION""; ""Eye contact""; ""Posture""; ""Gestures""; ""Facial expression""; ""Movement""; ""Rate of Speech""; ""Non-words""""Proximics/spacial distance""; ""Tone of voice/inflection""; ""Professional appearance""; ""For women""; ""REVIEWING YOUR EFFORTS""; ""EVALUATION OF SALES PRESENTATION""; ""PART IIIâ€?FACE-TO-FACE SELLING Understanding Your Customer""; ""SELLING TO DIFFERENT COMMUNICATION STYLES""; ""THE FOUR COMMUNICATION STYLES""; ""STYLE 1: Detail-Seeker""; ""STYLE 2: Results-Seeker""; ""STYLE 3: Excitement-Seeker""; ""STYLE 4: Harmony-Seeker""; ""UNDERSTAND YOUR STYLE""; ""DETAIL-SEEKER""; ""RESULTS-SEEKER""; ""EXCITEMENT-SEEKER""; ""HARMONY-SEEKER""; ""WHAT DID I DISCOVER ABOUT MYSELF?""; ""COMMUNICATION STYLES PRACTICE""""FOUR CASE SITUATIONS""; ""Situation 1""; ""Situation 2""; ""Situation 3""; ""Situation 4""; ""Authorâ€?s responses:""; ""PART IVâ€? ORGANIZE FOR GREATER SALES""; ""PRIORITIZING YOUR CLIENTS/PROSPECTS""; ""CONQUERING THE PAPERWORK MOUNTAIN""; ""FOLLOW UP MADE EASY: A TICKLER/SUSPENSE FILE""; ""SALVAGING SCRAP TIME""; ""Make Notes""; ""USING A PROSPECT LEAD FORM""; ""PART V: REVIEW""; ""WHAT DID WE COVER?""; ""Characteristics of Success""; ""Prospecting""; ""The Sales Interview""; ""The Four Communication Styles""; ""Organization""; ""CROSSWORD REVIEW""; ""BIBLIOGRAPHY""