Accidental Salesperson How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve

ISBN-10: 0814430864
ISBN-13: 9780814430866
Edition: 2nd 2012
Authors: Chris Lytle
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Description: Not all salespeople plan on a career in sales. Often, sales chooses them and suddenly they find themselves in a profession they aren’t fully prepared for.The Accidental Salespersonis the answer, providing the advice and inspiration they need to  More...

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Book details

List price: $12.99
Edition: 2nd
Copyright year: 2012
Publisher: Amacom
Publication date: 7/1/2012
Binding: Paperback
Pages: 240
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.836
Language: English

Not all salespeople plan on a career in sales. Often, sales chooses them and suddenly they find themselves in a profession they aren’t fully prepared for.The Accidental Salespersonis the answer, providing the advice and inspiration they need to master the essentials and hit the ground running.Fully updated to reflect the changes in the marketplace, the second edition provides a much-needed roadmap anyone can use to excel in sales. Filled with money-generating strategies, humorous yet instructive anecdotes, thought-provoking axioms, and powerful tools, the book includes brand new guidance on:Selling to people who don’t have time to meet • Differentiating between infor mation seekers and genuine prospects • Using social media, Skype, GoToMeeting, WebEx, and other online tools • Building relation ships competitors can’t stealLively, entertaining, and mercifully free of the dull theories, manipulative methods, and high-pressure tactics of most sales books—the second edition ofThe Accidental Salespersonguides readers through every aspect of selling to today’s customers.

Author's Note for the Second Edition
Introduction
The Choice… the Chart… the Challenge
Making the Choice
Using the Chart
Meeting the Challenge
Transforming Your Sales Department into a Sales Force
Are You a Member of a Sales Department or Sales FORCE?
Why You Must Quit Making "Sales Calls"
Using a Systematic Approach for Every Step in Your Sales Process
Leveraging the Power of a Repeatable Process: Steps 1 and 2
Getting in to See Anybody: Steps 3-9
First Meeting Strategies: Step 10
Transitioning from Needs Analysis to Proposal Meeting: Steps 11-13
Writing Your Proposal: Step 14
Making Your Presentation Like a Pro: Step 15
"Closing" Is a Funny Word for It: Step 16
Managing Your Career
Setting New Standards, Surpassing Old Limits
Building Relationships Your Competitors Can't Steal
Selling on Purpose with Purpose
Index

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