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Record Nr. |
UNINA9910784856203321 |
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Autore |
Zeller Dirk |
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Titolo |
Telephone sales for dummies [[electronic resource] /] / by Dirk Zeller |
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Pubbl/distr/stampa |
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Hoboken, NJ, : Wiley, c2008 |
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ISBN |
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1-118-05177-7 |
0-470-27622-3 |
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Descrizione fisica |
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1 online resource (290 p.) |
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Collana |
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Disciplina |
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Soggetti |
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Telephone selling |
Telemarketing |
Sales personnel - Training of |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di contenuto |
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Telephone Sales For Dummies; About the Author; Dedication; Author's Acknowledgments; Contents at a Glance; Table of Contents; Introduction; About This Book; Conventions Used in This Book; What You're Not to Read; Foolish Assumptions; How This Book Is Organized; Icons Used in This Book; Where to Go from Here; Part I: Picking Up on Telephone Sales; Chapter 1: Calling All Sales Professionals!; Chapter 2: Thriving as a Telephone-Sales Pro; Chapter 3: Brave New World: The Laws of Telesales Land; Part II: Laying the Groundwork for Telephone-Sales Success |
Chapter 4: Doing Your Homework for A-Plus CallsChapter 5: Prospecting Your Way to Success; Chapter 6: Conquering Sales Call Aversion; Chapter 7: Investing Your Time Wisely; Part III: You Make the Call!; Chapter 8: Getting Past the Gatekeeper; Chapter 9: Opening Your Sales Call with Ease; Chapter 10: Getting Out of the Answers and Into the Questions; Chapter 11: Mastering the Art of Listening and Silence; Chapter 12: Executing Powerful Presentations; Part IV: Going for the Close; Chapter 13: Overcoming Objections; Chapter 14: Orchestrating a Successful Close |
Chapter 15: Moving Forward When You Don't Land the SalePart V: Increasing Your Sales; Chapter 16: Exploding Your Earnings through |
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Behavioral Selling; Chapter 17: Selling the Way Your Customer Wants to Buy; Chapter 18: Staying Motivated to Succeed; Part VI: The Part of Tens; Chapter 19: Ten (Or So) Ways to Sound Like a Pro on the Phone; Chapter 20: Ten Phrases to Banish from Your Vocabulary; Chapter 21: Ten (Or So) Actions That Promote Phone-Sales Success; Index |
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Sommario/riassunto |
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Nearly 100 million Americans (one out of three) purchase goods and services over the phone each year. Telephone Sales For Dummies shows both new and seasoned sales reps, from realtors, insurance agents to telemarketers, how to create pre-call plans and effectively prospect via the phone. Packed with techniques, scripts, and dialogues, this hands-on, interactive guide assists readers with making cold calls, warm calls, and referral calls, helping them plan and execute openings to create interesting dialogue; ask key questions; develop persuasive presentation techniques; work within the N |
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2. |
Record Nr. |
UNINA9910791430603321 |
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Titolo |
Queer ecologies [[electronic resource] ] : sex, nature, politics, desire / / edited by Catriona Mortimer-Sandilands and Bruce Erickson |
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Pubbl/distr/stampa |
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Bloomington, Ind., : Indiana University Press, c2010 |
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ISBN |
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1-282-97570-6 |
9786612975707 |
0-253-00474-8 |
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Descrizione fisica |
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1 online resource (425 p.) |
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Altri autori (Persone) |
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Mortimer-SandilandsCatriona |
EricksonBruce |
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Disciplina |
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Soggetti |
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Queer theory |
Sex |
Human ecology |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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Introduction: a genealogy of queer ecologies / Catriona Mortimer-Sandilands and Bruce Erickson -- Eluding capture: the science, culture, |
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and pleasure of "queer" animals / Stacy Alaimo -- Enemy of the species / Ladelle McWhorter -- Penguin family values: the nature of planetary environmental reproductive justice / Noël Sturgeon -- Queernaturecultures / David Bell -- Non-white reproduction and same-sex eroticism: queer acts against nature / Andil Gosine -- From jook joints to sisterspace: the role of nature in lesbian alternative environments in the United States / Nancy C. Unger -- Polluted politics? Confronting toxic discourse, sex panic, and eco-normativity / Giovanna Di Chiro -- Undoing nature: coalition building as queer environmentalism / Katie Hogan -- Fragments, edges, and matrices: retheorizing the formation of a so-called gay ghetto through queering landscape ecology / Gordon Brent Ingram -- "The place, promised, that has not yet been": the nature of dislocation and desire in Adrienne Rich's Your native land/your life and Minnie Bruce Pratt's Crime against nature / Rachel Stein -- "fucking close to water": queering the production of the nation / Bruce Erickson -- Melancholy natures, queer ecologies / Catriona Mortimer-Sandilands -- Biophilia, creative involution, and the ecological future of queer desire / Dianne Chisholm. |
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