Sales training basics / / Elwood N. Chapman

• Autore: Chapman Elwood N
• Pubblicazione: Los Altos, Calif., : Crisp, c1992
• Edizione: 3rd ed.
• Descrizione fisica: 1 online resource (78 p.)
• Disciplina: 658.8/5
• Soggetto topico: Selling; Marketing
• Note generali: Description based upon print version of record.
• Nota di contenuto: ""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"" ; ""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"" ; ""CASE #4: WHO WILL BE MOST SUCCESSFUL?""""YOU CANâ€?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 BASICSâ€?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"" ; ""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""; ""AUTHORâ€?S SUGGESTED ANSWERS""; ""FINAL REMINDER!""
• Titolo autorizzato: Sales training basics
• ISBN: 1-4175-2062-0
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 9910818715303321
• Lo trovi qui: Univ. Federico II