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Think Big and Smile..!

Think Big and Smile..!

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Published by Mark I'Anson
A sales training manual for field sales people and area sales managers
A sales training manual for field sales people and area sales managers

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Published by: Mark I'Anson on Jan 09, 2010
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05/15/2013

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Mark I’
Anson
 
Think Big, and Smile..!
 
Area Sales Management & How to Outperform
Mark I’Anson
 4/23/2009
 
Think Big, and Smile..! 2009
 1 |Page 
Introduction
The author, Mark I’Anson spent 12 years in the Armed
Forces after leaving school. I had an exciting time,learnt loads of skills, had fun and had an extraordinary career.At the ripe old age of 27, I had to forge a second career. Following a short time in retail, I chose sales. I cutmy teeth in the home selling bedroom furniture, then moved onto professional sales in business.I spent the next 3 to 4 years selling products to retailers, left to sell bigticket scanners to NHS and private sector hospitals.I broke into sales management and managed the best sales team in myindustry. A contact head hunted me into corporate sales managementand after another 4 years of life at 120mph I discovered property.International property was my first step. A sales team that sold moreproperty than any other before them. I set up my first business, awebsite design company, a small company that paid the bills andbrought in cashflow.More international property, then UK property to investors. I am now
working for myself, of course I’m selling. It’s what I do.
 Before reading this book, and I hope you enjoy it. You have to have a single minded passion to succeed insales, to become the best. Think about nothing else apart from your next sale. This is a workbook, you
don’t have to read it all at once. Choose parts to r
ead and practice, practice, practice.You will succeed, of that I have no doubt, Think Big and Smile..!
Mark I’Anson
 
 
Think Big, and Smile..! 2009
 2 |Page 
Contents
Chapter One
Back to Basics
 –
 
The accompanying notes to the Standard SalesTraining Course.Chapter Two
The Selling Model explained -
The sales model in.Chapter Three
Questioning Skills
 –
 
Fact Find questions and role played.Chapter Four
Telephone Sales Skills
 –
 
Incoming calls and how to up sell effectively.Chapter Five
Presentation Skills
 –
 
Effective presentation, get your message across!Known as the Match stage during our sales model.Chapter Six
Key Account Management
 –
 
Get the most from your top buyingaccounts, notes to accompany the course.Chapter Seven
Negotiation Skills
 –
 
Do you price crumble? Get the highest prices foryour product with this intensive negotiation course.

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