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Table Of Contents

Planning and Managing Your Territory
People, Politics, and Organizations: Who Has the Influence?
Chapter 1: Prospecting
Prospecting Overview
Twelve Great Ideas to Increase Sales
Sales Letters
Educational Events
Telephone Techniques to Speak to the Buyer
Speaking at Conferences
Presenting your information
Trade Shows: Planning for Success
Trade Shows: Maximizing the Opportunity
If you are a non-exhibitor
If you are an exhibitor
If you are a speaker, or on a panel
Trade Shows: When the Show Is Over
Chapter 2: The Selling Process
A Step-by-Step Approach
Step 1: Opening
Step 2: Exploring and confirming the customer's needs
Step 3: Presenting your solutions
Step 4: Dealing with objections
Step 5: Closing
First Impressions
The Top 10 Turn-ons
Reading Body Language
What Have You Learned?
Chapter 4: Dealing with Objections
Preventing Objections
Overcoming Objections
Issues and Answers
Pricing Issues
Chapter 5: Convincing Strategies
Sales Aids
Preparing for Presentations
Reducing Stage Fright
Negotiating: Win-Win Tactics
Negotiating: Using Your Power to Influence the Buyer
Chapter 6: People Issues
Selling to Different Personalities
Communication: Avoiding Breakdowns
Difficult People: How to Handle Them
Angry Customers
Chapter 7: Closing
Closing the Sale
Chapter 8: Partnership Selling
Partnership Selling Overview
Choosing a Partner
Developing a Strategy
Creating a Seamless Electronic Supply Chain
A Team Approach
Chapter 9: Technology
Using the Latest Technologies
Electronic Communications
Using the Internet for Research
Creating a Web Page
Using the Internet to Promote Sales
Chapter 10: Career Effectiveness
Goal Setting
Career Choices
Getting Ahead
Ethical and Moral Behavior
Getting Things Done Through Others
Managing Your Time
Chapter 11: Organizational Effectiveness
Surviving Office Politics
Working with a Difficult Boss
Stress Management
Chapter 12: Personal Development
Learning: Getting the Most out of Workshops
Job Interviews
Before the big day
On the big day
Finding the Right Mentor
Problem Solving — The Top 10 Principles
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7182076 Selling Book BOOK

7182076 Selling Book BOOK

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Published by dtudan

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Published by: dtudan on Sep 02, 2010
Copyright:Attribution Non-commercial


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