LEADER 00946nam0-22003371i-450- 001 990000045480403321 005 20120315154825.0 035 $a000004548 035 $aFED01000004548 035 $a(Aleph)000004548FED01 035 $a000004548 100 $a20120315d1933----km-y0itay50------ba 101 0 $aita 102 $aIT 105 $ay-------001yy 200 1 $aAspetti di economia della tecnica$fGuido Gambardella$gprefazione di Oddone Fantini 210 $aNapoli$cA. Chiurazzi & Figlio$d1933 215 $a98 p.$cill.$d19 cm 225 1 $aPolitica, economia, corporativismo$v15 610 0 $aProduzione$aOrganizzazione 676 $a338.01 700 1$aGambardella,$bGuido 702 1$aFantini,$bOddone 801 0$aIT$bUNINA$gRICA$2UNIMARC 901 $aBK 912 $a990000045480403321 952 $a13 G 63 34$b9502/a$fFINBC 952 $aTECN A 3$b3046$fFARBC 959 $aFINBC 959 $aFARBC 997 $aUNINA LEADER 03860nam 2200637Ia 450 001 9910458331703321 005 20200520144314.0 010 $a0-470-27622-3 035 $a(CKB)1000000000403444 035 $a(EBL)331526 035 $a(OCoLC)608622421 035 $a(SSID)ssj0000256821 035 $a(PQKBManifestationID)11193782 035 $a(PQKBTitleCode)TC0000256821 035 $a(PQKBWorkID)10225781 035 $a(PQKB)10030093 035 $a(MiAaPQ)EBC331526 035 $a(JP-MeL)3000029165 035 $a(Au-PeEL)EBL331526 035 $a(CaPaEBR)ebr10226720 035 $a(CaONFJC)MIL122240 035 $a(EXLCZ)991000000000403444 100 $a20070905d2008 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aTelephone sales for dummies$b[electronic resource] /$fby Dirk Zeller 210 $aHoboken, NJ $cWiley$dc2008 215 $a1 online resource (290 p.) 225 1 $a--For dummies 300 $aIncludes index. 311 $a0-470-16836-6 327 $aTelephone 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 327 $aChapter 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 327 $aChapter 15: Moving Forward When You Don't Land the SalePart V: Increasing Your Sales; Chapter 16: Exploding Your Earnings through 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 330 $aNearly 100 million Americans (one out of three) purchase goods and services over the phone each year. Telephone Sales For Dummies shows both new and seasoned sales reps, from realtors, insurance agents to telemarketers, how to create pre-call plans and effectively prospect via the phone. Packed with techniques, scripts, and dialogues, this hands-on, interactive guide assists readers with making cold calls, warm calls, and referral calls, helping them plan and execute openings to create interesting dialogue; ask key questions; develop persuasive presentation techniques; work within the N 410 0$a--For dummies. 606 $aTelephone selling 606 $aTelemarketing 606 $aSales personnel$xTraining of 608 $aElectronic books. 615 0$aTelephone selling. 615 0$aTelemarketing. 615 0$aSales personnel$xTraining of. 676 $a658.84 676 $a658.872 700 $aZeller$b Dirk$0858528 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910458331703321 996 $aTelephone sales for dummies$91916580 997 $aUNINA