Selling the Right Way!

Name: Selling the Right Way!
Price: 9.89 USD
Availability: InStock
ISBN: 9780136136545

ISBN-10: 0136136540

ISBN-13: 9780136136545

Edition: 1st 1998

Authors: Brooke Quigg, Bern Wisner

List price: $149.80

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Description:

Salesmanship provides the practical, hands- on skills necessary for success in personal selling. Focusing entire chapters on the separate skills that are critical in sales, the book leads readers through the entire selling process. The book devotes entire chapters to individual aspects of successful sales such as personality, image, attitude, rules of persuasion, and personal time management and provides knowledge readers can actually use. The book also includes a unique chapter on Creating a Professional Image created with the aid of a prominent image consultant that is not found in any other book on selling. It also provides practical day-to-day information on building a prospect profile…

Book details

List price: $149.80
Edition: 1st
Copyright year: 1998
Publisher: Prentice Hall PTR
Publication date: 2/3/1998
Binding: Paperback
Pages: 526
Size: 8.00" wide x 10.00" long x 0.75" tall
Weight: 2.2
Language: English




The Nature of Selling



Establishing Meaningful Communication



Locating and Identifying Prospects



Understanding Prospects



Understanding Buying Behavior



Opening Your Sales Presentation



Setting the Objectives of Your Presentation and Building the Prospect's Confidence



Enhancing Understanding and Establishing Believability



The Setting of Your Sales Presentation



Your Sales Presentation



The Nature of Sales Resistance



Dealing with Sales Resistance



Closing and Servicing the Sale



The Selling Personality



A Professional Image



Attitude, the Key to Success



Managing Your Time and Territory



Retail, Industrial Selling, and Telemarketing



Legal and Ethical Issues In Selling