Professional selling [[electronic resource] ] : practical secrets for successful sales / / by Rebecca L. Morgan
(Visualizza in formato marc)
(Visualizza in BIBFRAME)
| Autore: |
Morgan Rebecca L
|
| Titolo: |
Professional selling [[electronic resource] ] : practical secrets for successful sales / / by Rebecca L. Morgan
|
| Pubblicazione: | Los Altos, Calif., : Crisp, c1988 |
| Descrizione fisica: | 1 online resource (102 p.) |
| Disciplina: | 658.8/1 |
| Soggetto topico: | Selling |
| Marketing | |
| Soggetto genere / forma: | Electronic books. |
| Note generali: | Description based upon print version of record. |
| Nota di bibliografia: | Includes bibliographical references. |
| Nota di contenuto: | ""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 SALESPERSON�S QUIZ""; ""PROFESSIONAL SALESPERSON�S ASSESSMENT""; ""PART I�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"" |
| ""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"" | |
| ""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 IIB� CLOSING FOR COMMITMENT""; ""TESTING FOR BUYING 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"" | |
| ""Non-words""""Proximics/spacial distance""; ""Tone of voice/inflection""; ""Professional appearance""; ""For women""; ""REVIEWING YOUR EFFORTS""; ""EVALUATION OF SALES PRESENTATION""; ""PART III�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?"" | |
| ""COMMUNICATION STYLES PRACTICE""""FOUR CASE SITUATIONS""; ""Situation 1""; ""Situation 2""; ""Situation 3""; ""Situation 4""; ""Author�s responses:""; ""PART IV� 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"" | |
| ""BIBLIOGRAPHY"" | |
| Titolo autorizzato: | Professional selling |
| ISBN: | 1-4175-2059-0 |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910455372903321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |