Updated and revised to present a clear yet basic understanding of the objectives, ideas and tools needed to sell effectively. Focuses on developing managerial skills, analyzing customers' requirements and personalities to create dynamic strategies. Discusses ways of handling objections; breaks down closing techniques; explores group dynamics involved in selling to a committee rather than individuals. New features include application of computer, video-recording and playback technology to develop and measure key behaviors in the sales process.80, 201, 209, 215, 229 at trade shows, 302 when to and when not to, 86-93 work sheet, 340 customI7.e presentation, 19, 196 follow-up calls ... 310 Salesperson- Oriented Product Manual (SOPM), 21, 25 Salesperson-Oriented Service Manual ( SOSM), 21, 25 self-confidence, ... 109, 165 Objectives, 247 accord uniqueness, 113 , 153 account, 290 adjustment of, 116 cardinal, 2 communications, 2, 3, 36, 37, anbsp;...
|Title||:||The Handbook of Selling|
|Author||:||Gary M. Grikscheit, Harold C. Cash, Clifford E. Young|
|Publisher||:||John Wiley & Sons - 1993-03-22|