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100   $a20040811d1992      my             0
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
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183   $acr
200 10$aSales training basics$b[electronic resource] /$fElwood N. Chapman
205   $a3rd ed.
210   $aLos Altos, Calif. $cCrisp$dc1992
215   $a1 online resource (78 p.)
300   $aDescription based upon print version of record.
311   $a1-56052-119-8 
327   $a""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""
327   $a""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""
327   $a""CASE #4: WHO WILL BE MOST SUCCESSFUL?""""YOU CANa???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 BASICSa???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""
327   $a""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""; ""AUTHORa???S SUGGESTED ANSWERS""; ""FINAL REMINDER!""
606   $aSelling
606   $aMarketing
615  0$aSelling.
615  0$aMarketing.
676   $a658.8/5
700   $aChapman$b Elwood N$0496592
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910780451403321
996   $aSales training basics$93803923
997   $aUNINA