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Page 250
... a Post Hole . Stick ' Em Up ! Reassure the Buyer . Hit and Run ? Will You Be Welcomed Back ? • A Time for Self - Analysis . Salespeople who cannot close sales are not salespeople ; they Closing the Sale Which Would You Prefer?
... a Post Hole . Stick ' Em Up ! Reassure the Buyer . Hit and Run ? Will You Be Welcomed Back ? • A Time for Self - Analysis . Salespeople who cannot close sales are not salespeople ; they Closing the Sale Which Would You Prefer?
Page 251
Stan Kossen. Salespeople who cannot close sales are not salespeople ; they are merely conversationalists . Charles Roth What truly measures a salesperson's skill ? The number of prospects seen ? The fluency of the sales presentation ...
Stan Kossen. Salespeople who cannot close sales are not salespeople ; they are merely conversationalists . Charles Roth What truly measures a salesperson's skill ? The number of prospects seen ? The fluency of the sales presentation ...
Page 327
... close sales over the telephone if your product or service lends itself to such activities and if you experience consistent success in telephone closing . " Heated debates have taken place among sales managers regarding whether attempts ...
... close sales over the telephone if your product or service lends itself to such activities and if you experience consistent success in telephone closing . " Heated debates have taken place among sales managers regarding whether attempts ...
Contents
part one THE NATURE OF A CAREER IN SELLING | 1 |
Characteristics of Selling Careers | 18 |
part two THE CHARACTER OF THE MARKETPLACE | 45 |
Copyright | |
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Common terms and phrases
accounts advertising AIDA annual percentage rate appearance appointment approach Assume attempt attitudes audiovisual aids Bell System benefits buying decisions buying signals CAREER IN SELLING chapter close sales closing technique communication concept consumers costs Creative Selling customer's dealers develop direct mail dramatic effective listening employees example factors feel Figure firm follow-up goodwill handling objections important IMPROVEMENT OF SALES individuals industrial influence interest involved listening maintain major motives needs Ogilvy & Mather Perkin-Elmer person personnel planning potential customers preapproach problems product or service programs prospective customers purchase questions real estate responsibility result retail SALES ACTIVITIES sales aids sales call SALES EFFECTIVENESS sales force sales interview sales manager sales message sales positions sales presentation sales representatives salespeople salesperson SELLING PROCESS SELLING SKILLS showmanship specific statistical discrimination sumers telephone tend territory tion tomers typically understand words