03563nam 2200553Ia 450 991078045140332120230421041715.01-4175-2062-0(CKB)111090425050318(EBL)3116960(SSID)ssj0000240717(PQKBManifestationID)11176264(PQKBTitleCode)TC0000240717(PQKBWorkID)10267230(PQKB)11298956(MiAaPQ)EBC3116960(Au-PeEL)EBL3116960(CaPaEBR)ebr10058847(OCoLC)922967026(EXLCZ)9911109042505031820040811d1992 my 0engur|n|---|||||txtccrSales training basics[electronic resource] /Elwood N. Chapman3rd ed.Los Altos, Calif. Crispc19921 online resource (78 p.)Description based upon print version of record.1-56052-119-8 ""TITLE""; ""COPYRIGHT""; ""TO THE READER""; ""CONTENTS""; ""INVITATION""; ""PART I ATTITUDE AND SELLING SUCCESS ""; ""TWO WAYS TO GO (Make Your Choice Now)""; ""PERSONALITY AND SELLING""; ""CASE #1: A DECISION FOR RAMONA""; ""IF YOU HAVE CUSTOMER CONTACT, YOU HAVE SELLING OPPORTUNITIES""; ""WHAT CAN SUCCESS IN SELLING DO FOR YOU?""; ""YOUR ATTITUDE IS SHOWING""; ""EXERCISE: YOUR ATTITUDE TOWARD SELLING""; ""SELF-CONFIDENCE SCALE""; ""CHARACTERISTICS OF SUCCESSFUL SALESPEOPLE""; ""CASE #2: WILL JOE SURVIVE?""; ""FIRST IMPRESSIONS ARE CRITICAL""; ""COMMUNICATING YOUR BEST IMAGE""""THE PSYCHOLOGY OF SELLING""""ELIMINATING DOWN PERIODS""; ""PART II HOW TO PLAY THE SELLING GAME ""; ""SELLING IS LIKE PLAYING BASEBALL COVER ALL THE BASES AND MAKE A SALE""; ""TIPS ON HOW TO GET TO FIRST BASE""; ""MAKE YOUR APPROACH TO THE PROSPECT PROFESSIONAL, PERCEPTIVE, AND POSITIVE.""; ""MOST BATTERS DO NOT GET TO FIRST BASE""; ""GET TO SECOND BASE: A PROFESSIONAL PRESENTATION""; ""SECOND BASE IS NOT AUTOMATIC""; ""FACT VS BENEFITS""; ""CASE #3: WHO MADE THE SALE?""; ""MAKE THE MOVE TO THIRD BASE""; ""WELCOME QUESTIONS""; ""BUILDING A CLIENTELE""""CASE #4: WHO WILL BE MOST SUCCESSFUL?""""YOU CAN�T WIN WITHOUT CLOSING""; ""GETTING HOME: HOW TO CLOSE A SALE""; ""HOW MUCH PERSUASION?""; ""CASE #5: WHO CLOSED THE SALE?""; ""SUMMARY""; ""PROVE YOU KNOW THE BASICS�REVIEW""; ""PART III BACK TO BASICS ""; ""SOME THOUGHTS ON SELLING IN TOUGH TIMES""; ""LITTLE THINGS COUNT""; ""LITTLE COURTESIES COUNT BIG""; ""CUSTOMER SPECIAL TREATMENT EXERCISE""; ""SELLING VIA THE TELEPHONE""; ""TELEPHONE OPPORTUNITIES (Let your fingers make you successful)""; ""HOW TO BE A TELEPHONE PROFESSIONAL""; ""DOING A NUMBER ON THE TELEPHONE""""HOW TO HANDLE THE DIFFICULT CUSTOMER""""TEN UNFORGIVEABLE MISTAKES""; ""SELLING OCCUPATIONS PAY OFF IN MANY WAYS""; ""CASE #6: WENDY THE WAITRESS""; ""SELLING AND TIME MANAGEMENT""; ""CASE #7: WHO WILL WIN THE TRIP TO HAWAII?""; ""REWARD YOURSELF""; ""SALES SUCCESS FORMULA""; ""EXERCISE: DEMONSTRATE YOUR PROGRESS""; ""LOOKING AHEAD""; ""AUTHOR�S SUGGESTED ANSWERS""; ""FINAL REMINDER!""SellingMarketingSelling.Marketing.658.8/5Chapman Elwood N496592MiAaPQMiAaPQMiAaPQBOOK9910780451403321Sales training basics3803923UNINA