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DEVELOPING THE SALES TOOLKIT
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ability agenda agree answer appointment aspects become benefits better brainstorming business needs buying chapter client needs Columbo communication competition computer software computer-aided design concern convey cost credibility decision maker demonstration desktop publishing drawbacks established evaluate example fact finding factors feel final closing focus gain agreement goal high-tech high-technology products high-technology sales identified impact important interest interview investment issues long-term selling look mation meeting ment Mike Jones milestones needs and problems Nickels objections offer perceived personal computers personal needs positive potential presentation problem-solving value problems and needs product or service profes profitability proposal prospect questions role sales call sales process sales proposition sales toolkit salespeople salesperson selling technique situation skills solution solve specific step success summarize technical professionals technique telephone tion topic understand