90 Days to Success in Sales

Name: 90 Days to Success in Sales
Price: 6.74 USD
Availability: InStock
ISBN: 9781435454880

ISBN-10: 143545488X

ISBN-13: 9781435454880

Edition: 2012

Authors: Mark (Mark Hoxie) Hoxie

List price: $19.99

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Description:

A practical guide to finding success in the competitive world of sales, 90 DAYS TO SUCCESS IN SALES guides you every step of the way: from finding the right position and establishing good habits to goal setting, strategic planning, and putting that plan into action. Industry expert Mark Hoxie offers results-oriented information for today's sales professionals, regardless of the industry they represent or how many years of experience they may (or may not) have behind them.

Book details

List price: $19.99
Copyright year: 2012
Publisher: Course Technology
Publication date: 8/10/2011
Binding: Paperback
Pages: 240
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.858
Language: English



Introduction



Basic Sales Theory


Why Sales? Inside versus Outside Sales


Inbound vs Prospected Sales


Business to Business and Business to Consumer Sales


Compensation & Benefits


Myths & the Salesman reputation



Getting Started


Education and Training


Product Knowledge


Sales Teams


Infrastructure


Organization


Goal Setting



Prospecting


Identifying & Reaching Your Potential Customers


Marketing


Non-traditional approaches


Warm vs


Cold Leads



Anatomy of a Sale


Prospecting


Opening


Discovery & Fact Finding


Proposal


Everyone's least favorite C-word, "Closing"



Sales Techniques


Tailoring your process to your personality


Sales methods: Pros & Cons



Continued Growth and Success


Avoiding the accordion


Goal & Time Management



Advanced Sales Theory


Psychology of the sale


Leading the client


Less is more



Industry Specifics


Advertising Sales


Real Estate


Financial & Insurance


Retail


Home Improvement & Construction


Medical


Auto


Manufacturing & Supply Chain



Finding Work in Sales


What to look for


Your Resume


The interview


Follow up



Sales Management


Management's Role


Transition from Sales


Reciprocal Motivation