Selling ASAP Art, Science, Agility, Performance

ISBN-10: 0807144274
ISBN-13: 9780807144275
Edition: 2012
List price: $29.95 Buy it from $6.60
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Description: "Selling ASAP" combines both timely and timeless components of selling to help professionals achieve their sales objectives in today's fast-paced business world. As the authors demonstrate, rapidly changing customer expectations have led to a  More...

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Book details

List price: $29.95
Copyright year: 2012
Publisher: Louisiana State University Press
Publication date: 3/5/2012
Binding: Hardcover
Pages: 216
Size: 6.25" wide x 9.25" long x 0.75" tall
Weight: 1.320
Language: English

"Selling ASAP" combines both timely and timeless components of selling to help professionals achieve their sales objectives in today's fast-paced business world. As the authors demonstrate, rapidly changing customer expectations have led to a dramatic shift in the business of selling. Customers no longer want product experts—they want trusted advisors. This invaluable guide stresses the importance of viewing a sale not as a one-time encounter but as an opportunity to build a long-lasting, mutually beneficial relationship.

Dr. Eli Jones is an Associate Professor of Marketing and Executive Director of the Program for Excellence in Selling at the University of Houston. He has published in multiple research journals and magazines including the Journal of Personal Selling & Sales Management, Industrial Marketing Management, Marketing Education Review, Journal of Marketing Theory & Practice. He serves on the editorial review boards of the Journal of Personal Selling & Sales Management and Industrial Marketing Management and is an ad hoc reviewer for the Journal of Business Research, American Marketing Association, Academy of Marketing Science, and the National Conference in Sales Management. Professor Jones is listed in Marquis Who?s Who in America (2003). Dr. Jones has won numerous excellence in teaching awards including the Academy of Marketing Science?s Outstanding Marketing Educator, University of Houston?s Enron Award for Excellence in Teaching, Outstanding Faculty Award from the University of Houston?s Alumni Organization, Bauer College?s Award for Teaching Excellence, University of Houston?s Department of Marketing Teaching Excellence Award, Texas A&M University?s Distinguished Teaching Award, and Texas A&M University?s Department of Marketing Teaching Excellence Award. In addition, he serves on the University of Akron?s Fisher Sales Institute?s advisory board, the academic advisory committee for the Direct Selling Education Foundation in Washington, D.C. and is a National Vice-President for the American Marketing Association?s Sales and Sales Management Special Interest Group, and serves as the Academic Research Director for the Institute for Certified Sales Professionals. He continues to be active in the field of sales by consulting with companies such as Adopt 2000, Berlex Pharmaceuticals, DePelchin Children?s Center, Frito-Lay, Reliant, Sewell Motors, Shell, Tennessee Valley Authority, and Tri-Star Web Graphics.

Foreword
Selling ASAP
What Is Selling ASAP?
What Do You Need to Succeed in Sales?
Understanding How Buyers Buy
Uncovering Needs and Wants
Motivation
Need Arousal
Arousal-Seeking Buying Behavior
Adaptive Selling
Perceived Risk
Selling to Prospects' Needs and Wants
Preparation
The Preparation Step
Obtaining Knowledge-The Preapproach
Organizational Buying
Identifying the Prospect
Qualifying the Prospect
Attention
The Attention Step
Getting the Appointment
The First Impression
Opening the Presentation
Attention-Getters
Examination
The Examination Step
The Dominant Buying Urge
A Structure for Examining
Questioning Techniques
Listening
Nonverbal Communication
Prescription
The Prescription Step
The Importance of Communication in Prescribing Solutions
Preparation for Prescription
Making a Convincing Presentation
Persuading Prospects to Buy What Is Prescribed
Moving toward Purchase
Conviction and Motivation
The Conviction and Motivation Steps
Conviction Conveys Value
Gaining Conviction
Structuring a Complete Unit of Conviction
Handling Objections
Negotiation
Motivational Selling
A Complete Unit of Motivation in Action
Trial Close Again
Completion and Partnering
The Completion and Partnering Steps
A Closing Mentality
Traditional Closing Techniques
A Completion Mentality
A Partnering Mentality
Notes
Author Biographies
Index

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