Selling ASAP
Art, Science, Agility, Performance
Published on 7. January 2004
Book
Hardback
528 pages
978-0-324-18753-3 (ISBN)
Description
There's a new approach to professional selling. Do you know it? SELLING ASAP: ART, SCIENCE, AGILITY, PERFORMANCE contains unique content on the processes and techniques of selling based on real-world examples and testimonials. Plus, you'll learn the latest information on emerging technology and how to utilize it to drive sales higher than ever. Easy-to-understand and useful for years to come, this is the selling textbook to buy.
More details
Language
English
Place of publication
Mason, OH
United States
Publishing group
Cengage Learning, Inc
Target group
Adult education
Professional and scholarly
Dimensions
Height: 257 mm
Width: 206 mm
Thickness: 25 mm
Weight
1022 gr
ISBN-13
978-0-324-18753-3 (9780324187533)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
PART ONE. UNDERSTANDING THE SALES ENVIRONMENT ASAP. 1. Selling ASAP. 2. The Changing World of Sales. 3. Selling Ethically. 4. Servicing the Customer to Build Customer Lifetime Value. PART TWO. IMPLEMENTING THE SALES PROCESS ASAP. 5. Understanding Why Buyers Buy. 6. Preparation. 7. Attention. 8. Examination. 9. Prescription. 10. Conviction and Motivation. 11. Completion and Partnering. PART THREE. MASTERING SALES AGILITY ASAP. 12. Selling to Major Accounts. 13. Managing Yourself and Your Time. Knowledge-Building Case Study: Mediquip, S.S. Glossary. Index.