DK Essential Managers: Doing Business: Selling, Negotiating, Presenting

Front Cover
Penguin, Dec 20, 2010 - Business & Economics - 224 pages

Together with B&N, DK combines the successful Selling, Negotiating, and Presenting into the latest Essential Managers title - a bind-up of these 3 titles geared to help professionals speak confidently, avoid and resolve conflict, build stronger internal and external business relationships, and create a more effective work environment.

Selling
The first section teaches you how to target your audience, understand your customer, and perfect your pitch. Step-by-step instructions, tips, checklists, and "Ask yourself" features show you how to use state-of-the-state skills, present your products and services, and manage resistance. Tables, illustrations, "In focus" panels, and real-life case studies explain how to help customers solve their business problems, add value to relationships, and close more deals.

Negotiating
This section teaches you the skills you need to deal with suppliers, resolve internal conflicts, and conduct multiparty discussions. Step-by-step instructions, tips, checklists, and "Ask yourself" features show you how to find a strong starting position, bargain effectively, and close a deal. Tables, illustrations, "In focus" panels, and real-life case studies help you to avoid conflict, build coalitions, and persuade other people.

Presenting
Part three of this informative and inspiring package teaches you how to prepare, capture attention, speak confidently, and deliver your message. Step-by-step instructions, tips, checklists, and "Ask yourself" features show you how to structure your presentation, engage with your audience, and make an impact. Tables, illustrations, "In focus" panels, and real-life case studies demonstrate ways to build confidence in your message and inspire trust.

 

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Contents

12 Adding value through selling
12
14 Addressing needs
14
16 Appealing to buyers
16
20 Differentiating yourself
20
22 Implementing the model
22
24 Seeing the nature of needs
24
28 Planning your approach
28
30 Making your first move
30
116 Avoiding decision traps
116
118 Managing emotions
118
120 Dealing with competitive tactics
120
122 Closing the deal
122
124 Negotiating as a team
124
126 Dealing with many parties
126
130 Negotiating internationally
130
134 Examining the role of gender
134

32 Presenting your credentials
32
34 Opening a sales meeting
34
36 Questioning for needs
36
40 Listening to your client
40
42 Approaching a problem
42
44 Reviewing needs
44
46 Selling with others
46
48 Using features and benefits
48
50 Targeting the pitch
50
52 Offering your ideas
52
54 Asking for feedback
54
56 Understanding objections
56
60 Collecting the data
60
64 Reframing objections
64
66 Discussing price
66
68 Responding to objections
68
70 Closing the sale
70
74 Moving beyond the close
74
76 NEGOTIATING
76
80 Becoming a negotiator
80
82 Understanding negotiation dilemmas
82
84 Being prepared
84
88 Designing the structure
88
92 Defining negotiation styles
92
94 Defining interestbased negotiation
94
96 Negotiating from the whole brain
96
98 Creating winwin deals
98
100 Building relationships
100
102 Developing mutual trust
102
104 Negotiating fairly
104
106 Negotiating with power
106
108 Making offers and counteroffers
108
110 Making concessions
110
112 Being persuasive
112
114 Managing impasses
114
136 Using a coach
136
138 Being a mediator
138
142 Learning from the masters
142
144 PRESENTING
144
148 Putting the audience first
148
150 Presenting and selling
150
152 Presenting formally
152
154 Planning the structure
154
156 Selecting a framework
156
158 Opening and closing
158
160 Winning with words
160
164 Introducing visual aids
164
166 Using presentation software
166
170 Presenting virtually
170
172 Getting word perfect
172
174 Pacing yourself
174
176 Being spontaneous
176
178 Planning the practicalities
178
182 Respecting other cultures
182
184 Solving problems
184
186 Getting ready to go
186
188 Creating a first impression
188
190 Looking confident
190
194 Holding the audience
194
196 Taming nerves
196
198 Speaking powerfully
198
200 Succeeding with formal speeches
200
204 Running the QA
204
206 Answering tough questions
206
208 Dealing with the media
208
210 Talking to reporters
210
212 Index
212
222Author Biographies
222
224Acknowledgments
224
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