Selling on the phone

Front Cover
Wiley Press, Mar 1, 1985 - Business & Economics - 146 pages
Covers sales strategy, presentation, cold calls, closing procedures, customer objections, product knowledge, and listening skills

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Contents

A Survey
1
What Goes into a Sale
11
How to Use Product Knowledge to Your
21
A Special Activity
33
Prospecting
43
The AttentionGrabber
53
Analyzing Needs
59
An ActionGetting Presentation
67
Asking for the Order
86
Building ObstacleFree
95
Your Positive Mental Attitude
104
Using Words That Sell
112
A Teleselling Voice
119
Performance Evaluation Test
130
A Sample MultiCall Work Plan
137
Index
145

Answering Objections
76
Copyright

About the author (1985)

JAMES D. PORTERFIELD is Academic Program Director of Penn State's Certificate in Marketing Program. He is former director of marketing for the New York Institute of Finance, and served as vice president of Sales and Marketing for SMC Publications Marketing group, one of the largest direct-selling organizations for the magazine industry in the United States.

Bibliographic information