Focusing on the strategies, tactics and mental preparedness that sales people need, this work examines issues such as self-image and the concerns and emotional factors of the customer. It delineates in detail every aspect of the sales process, from planning to presentation to closing.
Sprache
Verlagsort
Zielgruppe
Für höhere Schule und Studium
Für Beruf und Forschung
Produkt-Hinweis
Maße
Höhe: 212 mm
Breite: 139 mm
Dicke: 29 mm
Gewicht
ISBN-13
978-0-684-82474-1 (9780684824741)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Klassifikation
MARGARET MCBRIDE LITERARY AGENT
CONTENTS
INTRODUCTION
1 THE PSYCHOLOGY OF SELLING
2 THE DEVELOPMENT OF PERSONAL POWER
3 PERSONAL STRATEGIC PLANNING FOR THE SALES PROFESSIONAL
4 THE HEART OF THE SALE
5 THE PROFESSION OF SELLING
6 MOTIVATING PEOPLE TO BUY
7 INFLUENCING THE BUYING DECISION
8 PROSPECTING: FILLING YOUR SALES PIPELINE
9 HOW TO MAKE POWERFUL PRESENTATIONS
10 CLOSING THE SALE: THE ENDGAME OF SELLING
APPENDIX A: Brian Tracy -- Speaker, Trainer, Seminar Presenter
APPENDIX B: Brian Tracy International/Tracy College International
APPENDIX C: Advanced Selling Strategies
INDEX
