Sales for the self-employed: small business toolkit

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Prima Pub., Jan 15, 1997 - Business & Economics - 317 pages
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When you are self-employed, you are the business! Because your success is often based on your relationships with clients, suppliers, and the community, sales skills are essential. However, many self-employed people are not secure or comfortable with their selling abilities. In Sales for the Self-Employed, author Martin Edic reveals to readers his six step action process that ensures every sale.
Writing from his own experience as a small business owner, Edic explains that many people dislike sales because of a general misunderstanding about what sales really is. ?Selling is not talking people into things they don?t want,? says Edic, ?selling is offering them solutions to problems they face and making it easy for them to acquire these solutions.?Edic includes information about prospecting, customer profiling, telephone sales, follow-up, and improving your product. Other chapters include:

First Contact
Fear and Rejection
Your Sales Plan
NegotiationDivided into three sections, Sales for the Self-Employed is a sales-instruction guide for both the non-sales professional and the professional with substantial sales experience.
About the Author

Martin Edic
is a marketing consultant with sixteen years of sales experience. His previous book, Marketing for the Self-Employed, a companion to this book, is also from Prima.

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Contents

The Sales Challenge
3
A Little Geology
13
Prospecting Tools
27
Copyright

23 other sections not shown

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