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[null,"1.","Record Nr.",null,"UNINA9910455372903321"]
[null,null,"Autore",null,"Morgan Rebecca L"]
[null,null,"Titolo",null,"Professional selling [[electronic resource] ] : practical secrets for successful sales / / by Rebecca L. Morgan"]
[null,null,"Pubbl/distr/stampa",null,"Los Altos, Calif., : Crisp, c1988"]
[null,null,"ISBN",null,"1-4175-2059-0"]
[null,null,"Descrizione fisica",null,"1 online resource (102 p.)"]
[null,null,"Disciplina",null,"658.8/1"]
[null,null,"Soggetti",null,"Selling"]
[{"$nulls":4},"Marketing"]
[{"$nulls":4},"Electronic books."]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Description based upon print version of record."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references."]
[null,null,"Nota di contenuto",null,"\"\"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 SALESPERSONâ€?S QUIZ\"\"; \"\"PROFESSIONAL SALESPERSONâ€?S ASSESSMENT\"\"; \"\"PART Iâ€?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\"\""]
[{"$nulls":4},"\"\"THE CALL\"\"\"\"THE CONNECTION\"\"; \"\"SOME ADDITIONAL TIPS TO MAKE YOU MORE EFFECTIVE ON THE PHONE\"\"; \"\"WRITE YOUR OWN TELEPHONE OUTLINE\"\"; \"\"TELEPHONE COLD CALL CHECKLIST\"\"; \"\"CASE STUDY\"\"; \"\"PART IIA FACE-TO-FACE SELLING\"\"; \"\"UNDERSTANDING THE PROCESS\"\"; \"\"PRESENTATION STRATEGIES\"\"; \"\"PRESENTATION STRATEGIES WORKSHEET\"\"; \"\"STARTING THE INTERVIEW\"\"; \"\"ASKING QUESTIONS\"\"; \"\"Open-Ended Questions\"\"; \"\"Closed-ended Questions\"\"; \"\"CASE STUDY\"\"; \"\"FACTS/FEATURES, TRANSITIONS AND BENEFITS\"\"; \"\"FACT/FEATURES\"\"; \"\"FACTS VS. CLAIMS\"\"; \"\"TRANSITIONS\"\"; \"\"BENEFITS\"\"; \"\"Ten Common Benefits\"\""]
[{"$nulls":4},"\"\"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 IIBâ€? CLOSING FOR COMMITMENT\"\"; \"\"TESTING FOR BUYING "]
[{"$nulls":4},"INTEREST\"\"; \"\"SAMPLE CLOSES\"\"; \"\"REDUCING RESISTANCE AND COUNTERING CONCERNS\"\"; \"\"PERSUASIVE WORDS\"\"; \"\"OVERCOMING OBJECTIONS\"\"; \"\"THE IMPORTANCE OF NONVERBAL COMMUNICATION\"\"; \"\"Eye contact\"\"; \"\"Posture\"\"; \"\"Gestures\"\"; \"\"Facial expression\"\"; \"\"Movement\"\"; \"\"Rate of Speech\"\""]
[{"$nulls":4},"\"\"Non-words\"\"\"\"Proximics/spacial distance\"\"; \"\"Tone of voice/inflection\"\"; \"\"Professional appearance\"\"; \"\"For women\"\"; \"\"REVIEWING YOUR EFFORTS\"\"; \"\"EVALUATION OF SALES PRESENTATION\"\"; \"\"PART IIIâ€?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?\"\""]
[{"$nulls":4},"\"\"COMMUNICATION STYLES PRACTICE\"\"\"\"FOUR CASE SITUATIONS\"\"; \"\"Situation 1\"\"; \"\"Situation 2\"\"; \"\"Situation 3\"\"; \"\"Situation 4\"\"; \"\"Authorâ€?s responses:\"\"; \"\"PART IVâ€? ORGANIZE FOR GREATER SALES\"\"; \"\"PRIORITIZING YOUR CLIENTS/PROSPECTS\"\"; \"\"CONQUERING THE PAPERWORK MOUNTAIN\"\"; \"\"FOLLOW UP MADE EASY: A TICKLER/SUSPENSE FILE\"\"; \"\"SALVAGING SCRAP TIME\"\"; \"\"Make Notes\"\"; \"\"USING A PROSPECT LEAD FORM\"\"; \"\"PART V: REVIEW\"\"; \"\"WHAT DID WE COVER?\"\"; \"\"Characteristics of Success\"\"; \"\"Prospecting\"\"; \"\"The Sales Interview\"\"; \"\"The Four Communication Styles\"\"; \"\"Organization\"\"; \"\"CROSSWORD REVIEW\"\""]
[{"$nulls":4},"\"\"BIBLIOGRAPHY\"\""]