Selling
Building relationships and achieving results
(Sprache: Englisch)
From finding the right prospect to closing the deal, this hands-on book arms sales representatives with the tools to succeed. It presents clear techniques for each step of the sales process while also covering timely topics such as ethics and the best way...
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From finding the right prospect to closing the deal, this hands-on book arms sales representatives with the tools to succeed. It presents clear techniques for each step of the sales process while also covering timely topics such as ethics and the best way to utilize the latest technology. Readers will find real sales success stories, questions and activities to evaluate their knowledge, and recommended resources for further study through each chapter.
Inhaltsverzeichnis zu „Selling “
Chapter 1: The Life and Career of a Professional SalespersonChapter 2: Ethical and Legal Issues in Selling
Chapter 3: Why People Buy: Understanding Buyer Behavior
Chapter 4: Communication Skills for Relationship Building
Chapter 5: Prospecting
Chapter 6: Planning the Sales Call
Chapter 7: Making the Sales Call
Chapter 8: Elements of a Great Sales Presentation
Chapter 9: Responding to Objections
Chapter 10: Closing the Sale
Chapter 11: After the Sale: Service to Build the Partnership
Chapter 12: Time and Territory Management: Keys to Success
Chapter 13: Managing and Training Others
Autoren-Porträt
William L. Cron received his BSBA from Xavier University and his MBA & DBA from Indiana University. He's a Professor of Marketing at the M.J. Neeley School of Business at Texas Christian University. His areas of expertise and research are Sales Management Issues, Marketing Strategy--Planning for Growth & Profits, and Wholesaling Management Issues. He's received the following awards: Graduate Teaching Award - Electives, M. J. Neeley School of Business, 2003, Carl Sewell Distinguished Service to the Community Award, Edwin L. Cox School of Business, 1999., Excellence in Manuscript Reviewing Award, the Journal of Personal Selling and Sales Management, 1994., Nominated for Jagdesh N. Sheth Award for Best Articles, Journal of the Academy of Marketing Science, 1993. Bill has also done consulting with companies such as American Association for HomeCare, Baylor Health System, Bristol- Myers Squibb, and GTE.
Bibliographische Angaben
- 2007, 1. Auflage, 352 Seiten, Maße: 23,2 cm, Kartoniert (TB), Englisch
- Verlag: Wiley & Sons
- ISBN-10: 0470111259
- ISBN-13: 9780470111253
Sprache:
Englisch
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