A Complete Manual of Professional Selling: The Modular Approach to Sales Success
Covers personal computers, communication, the telephone, client relations, cold-call selling, sales planning, time management, presentations, and customer satisfaction
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ability accounts action activities answer appointment approach areas asking questions attitude buyer buying cycle cassette cassette tape close cold call cold-call selling communication compact cassette competition competitors consider customer benefits DBMS decision discuss dollar effective listening effective sales emphasize equipment give handling objections high-technology products hot button identify important improve interest listen look manual markets module necessary needs and wants negotiation offer organization Original Equipment Manufacturers percent personal computer positive potential prepared probing problems product or service products and services profes professional selling programs prospect or customer prospect's or customer's prospective customers prospects and customers rapport sales aids sales calls sales interview sales planning sales points sales presentation sales professional sales skills salesmanship salespeople salesperson specific strategies and tactics suggestions suppliers sure talk telemarketing telephone territorial management tion tomers words writing