عنوان
پدید آورنده
موضوع
رده
HF5438.25 .B7455 2004eb
HF5438
.
25
.
B7455
2004eb
کتابخانه
محل استقرار
INTERNATIONAL STANDARD BOOK NUMBER
(Number (ISBN
0071430016
(Number (ISBN
0071454330
(Number (ISBN
9780071430012
(Number (ISBN
9780071454339
NATIONAL BIBLIOGRAPHY NUMBER
Number
b786741
TITLE AND STATEMENT OF RESPONSIBILITY
Title Proper
Sales techniques /
General Material Designation
[Book]
First Statement of Responsibility
Bill Brooks.
.PUBLICATION, DISTRIBUTION, ETC
Place of Publication, Distribution, etc.
New York :
Name of Publisher, Distributor, etc.
McGraw-Hill,
Date of Publication, Distribution, etc.
©2004.
PHYSICAL DESCRIPTION
Specific Material Designation and Extent of Item
1 online resource (xvii, 186 pages).
SERIES
Series Title
A briefcase book
GENERAL NOTES
Text of Note
Includes index.
CONTENTS NOTE
Text of Note
Terms of Use; Want to learn more?; Contents; Preface; Acknowledgments; About the Author; Chapter 1 21st Century Selling; What Is Sales All About?; The 20 Biggest Errors in Selling; The Seven Universal Rules for Sales Success; The Universal Rules in Detail; Sales as a Profession and Where You Fit In; Checklist for Chapter 1; Chapter 2 Professional Selling: The Insider Secrets; Selling's Biggest Success Secret Revealed; The Five Characteristics of Qualified Prospects; It's Not About When You Need to Make a Sale; The Two Most Essential Components of Professional Selling.
Text of Note
How Do Your Features and Benefits Stack Up?Needs-Based Questions; Objection-Based Questions; 14 Winning Questions; Prepare Completely Before You Continue; The Most Powerful Word You Can Use; Checklist for Chapter 8; Chapter 9 The Apply Step: Making Your Product or Service Solve Problems; Application-Based Selling vs. Demonstration-Based Selling; Four Pointers That Guarantee Sales; How to Apply the Principles Behind Application-Based Selling; Four Proven Ways to Make a Better Presentation; How to Present Your Price and Get It; Price Pitfalls; Some Sample Feedback Questions.
Text of Note
Physically PreparePreparation: Positioning, Prospecting, and Pre-Call Planning; Checklist for Chapter 6; Chapter 7 The Meet Step: Engaging Your Prospect Face to Face; Engaging Your Customers; It's All About First Impressions; Maximizing Trust; Don't Dominate-Participate; Putting It All Together; Building a Bridge; How to Cross the Bridge; Checklist for Chapter 7; Chapter 8 The Probe Step: Asking Questions That Make the Sale; Avoid the Fatal Flaw; It All Starts with Listening; How to Discover What Your Prospect Will Buy; It's All About Solving Challenges.
Text of Note
The Importance of a Consistent Sales ApproachThe Six Principles That Can Guide Your Sales Career; Checklist for Chapter 2; Chapter 3 Focus, Alignment, and Leverage; It's All About Focus; Clarify Your Focus; Build Your Sales Philosophy; Leverage Your Time, Talent, Resources, and Advantage; Your Personal Sales Talent Audit; Checklist for Chapter 3; Chapter 4 The Investigate Step (Part 1) -- Positioning; The Power of Personal Positioning; 10 Ways to Better Positioning; Six Ways to Misposition Yourself; How to Position Yourself as an Expert; Dress, Style, and Image.
Text of Note
The Role of Self-Image and Positioning YourselfChecklist for Chapter 4; Chapter 5 The Investigate Step (Part 2) -- Prospecting; The Differences Between Suspects and Qualified Prospects; The Three Most Essential Prospecting Principles; What Are Your Chances?; Six Ways to Stay Organized; Approaching Your Prospect; Where Do You Find Prospects?; The Telephone; Setting an Appointment; Checklist for Chapter 5; Chapter 6 The Investigate Step (Part 3) -- Pre-Call Planning; Do Your Research; Developing Internal Support; Your Prospect's Internal Support Team; Confirming Your Appointment; Mentally Prepare.
0
8
8
8
8
ACQUISITION INFORMATION NOTE
Source for Acquisition/Subscription Address
OverDrive, Inc.
Source for Acquisition/Subscription Address
OverDrive, Inc.
Stock Number
0AD531DC-AC01-4F60-B0BC-F95820F5CC46
OTHER EDITION IN ANOTHER MEDIUM
Title
Sales techniques.
International Standard Book Number
0071430016
TOPICAL NAME USED AS SUBJECT
Sales personnel.
Selling-- Vocational guidance.
BUSINESS & ECONOMICS-- Distribution.
BUSINESS & ECONOMICS-- Marketing-- General.
Sales personnel.
Selling-- Vocational guidance.
(SUBJECT CATEGORY (Provisional
BUS-- 043000
BUS-- 078000
DEWEY DECIMAL CLASSIFICATION
Number
658
.
85
Edition
22
LIBRARY OF CONGRESS CLASSIFICATION
Class number
HF5438
.
25
Book number
.
B7455
2004eb
PERSONAL NAME - PRIMARY RESPONSIBILITY
Brooks, William T.,1945-
ORIGINATING SOURCE
Date of Transaction
20201207002952.0
Cataloguing Rules (Descriptive Conventions))
pn
ELECTRONIC LOCATION AND ACCESS
Electronic name
مطالعه متن کتاب [Book]
Y
