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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
Copyright:Attribution Non-commercial


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Mark I’
Think Big, and Smile..!
Area Sales Management & How to Outperform
Mark I’Anson
Think Big, and Smile..! 2009
 1 |Page 
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 
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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