LEADER 01274nam 2200397 450 001 000003372 005 20070503173400.0 100 $a--------d1928----km-y0itay0103----ba 101 0 $aeng 102 $aUS 200 1 $aSamuel Pepys$fby Arthur Ponsonby 200 1 $a1 $n0004886 210 $aNew York$cMacmillan$d1928 215 $aXIII, 160 p.$d18 cm. 225 1 $aEnglish men of letters$fedited by J. C. Squire 600 $aPepys,$bSamuel$f1633-1703 676 $a828.403 700 1$aPonsonby,$bArthur$0191450 801 0$aIT$bUniversità della Basilicata - B.I.A.$gRICA$2unimarc 912 $a000003372 996 $aSamuel Pepys$972373 997 $aUNIBAS BAS $aMONLET BAS $aMONOGR BAS $aLETTERE CAT $aGRIPPA$b01$c19991014$lBAS01$h1301 CAT $c20000920$lBAS01$h1831 CAT $c20001010$lBAS01$h1634 CAT $c20050601$lBAS01$h1753 CAT $abatch$b01$c20050718$lBAS01$h1048 CAT $c20050718$lBAS01$h1107 CAT $c20050718$lBAS01$h1137 CAT $c20050718$lBAS01$h1151 CAT $aBATCH$b00$c20070503$lBAS01$h1734 FMT Z30 -1$lBAS01$LBAS01$mBOOK$1BASA1$APolo Storico-Umanistico$2GEN$BCollezione generale$3FP/4165$9FP/4165$64165$5L4165$819991014$f02$FPrestabile Generale LEADER 04588nam 2200589Ia 450 001 9910455372903321 005 20200520144314.0 010 $a1-4175-2059-0 035 $a(CKB)111090425046292 035 $a(EBL)3116923 035 $a(SSID)ssj0000228549 035 $a(PQKBManifestationID)11208623 035 $a(PQKBTitleCode)TC0000228549 035 $a(PQKBWorkID)10155004 035 $a(PQKB)11138335 035 $a(MiAaPQ)EBC3116923 035 $a(Au-PeEL)EBL3116923 035 $a(CaPaEBR)ebr10058016 035 $a(OCoLC)922967013 035 $a(EXLCZ)99111090425046292 100 $a20040811d1988 my 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aProfessional selling$b[electronic resource] $epractical secrets for successful sales /$fby Rebecca L. Morgan 210 $aLos Altos, Calif. $cCrisp$dc1988 215 $a1 online resource (102 p.) 300 $aDescription based upon print version of record. 311 $a0-931961-42-4 320 $aIncludes bibliographical references. 327 $a""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 SALESPERSONa???S QUIZ""; ""PROFESSIONAL SALESPERSONa???S ASSESSMENT""; ""PART Ia???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"" 327 $a""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"" 327 $a""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 IIBa??? 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"" 327 $a""Non-words""""Proximics/spacial distance""; ""Tone of voice/inflection""; ""Professional appearance""; ""For women""; ""REVIEWING YOUR EFFORTS""; ""EVALUATION OF SALES PRESENTATION""; ""PART IIIa???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?"" 327 $a""COMMUNICATION STYLES PRACTICE""""FOUR CASE SITUATIONS""; ""Situation 1""; ""Situation 2""; ""Situation 3""; ""Situation 4""; ""Authora???s responses:""; ""PART IVa??? 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"" 327 $a""BIBLIOGRAPHY"" 606 $aSelling 606 $aMarketing 608 $aElectronic books. 615 0$aSelling. 615 0$aMarketing. 676 $a658.8/1 700 $aMorgan$b Rebecca L$0975887 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910455372903321 996 $aProfessional selling$92222289 997 $aUNINA