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100   $a20070905d2008      uy         0
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
182   $cc
183   $acr
200 10$aTelephone sales for dummies /$fby Dirk Zeller
210   $aHoboken, NJ $cWiley$dc2008
215   $a1 online resource (290 p.)
225 1 $a--For dummies
300   $aIncludes index.
311 08$a9780470168363 
311 08$a0470168366 
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
615  0$aTelephone selling.
615  0$aTelemarketing.
615  0$aSales personnel$xTraining of.
676   $a658.84
676   $a658.872
700   $aZeller$b Dirk$01601746
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910968614303321
996   $aTelephone sales for dummies$94371273
997   $aUNINA