AMA handbook for successful selling
著者
書誌事項
AMA handbook for successful selling
American Marketing Association , NTC Business Books, c1994
- : hard
- : soft
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注記
At head of title: American Marketing Association
Includes index
内容説明・目次
- 巻冊次
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: hard ISBN 9780844235882
内容説明
Bob Kimball has a rare combination of real-world selling experience and expertise in sales training. Previously a top salesman for the Coca-Cola Company, he has also run his own sales management \ and sales training group servicing a diverse list of clients, including Cotton States Insurance Companies and Lanier Business Products.
- 巻冊次
-
: soft ISBN 9780844235912
内容説明
Students gain insight from the real-world expertise of a successful sales management trainer and previous top producer at Coca-Cola Co. Short, easy-to-read chapters make mastering sales fundamentals easier. Sample dialogues show each technique in action, while case histories demonstrate the results. Students get a fascinating look at what makes a top salesperson.
* Provides practical examples of professional selling. * Explains how to identify and develop prospects. * Teaches readers how to hone their basic communication skills.
目次
1. What is Professional Salesmanship? 2. You Are the Most Important Product of All 3. Learn the Basics for Effective Communication 4. How Do You Determine Your Prospect? 5. A Sales Call Is a Performance 6. Enhance Your Power Position in the Selling Situation 7. Objections Are Your Friends 8. Closing Is the Final Boost
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