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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
Networking
Newsletters
Educational Events
Telephone Techniques to Speak to the Buyer
Referrals
Speaking at Conferences
Preparing
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
Samples
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
Listening
What Have You Learned?
Chapter 4: Dealing with Objections
Preventing Objections
Overcoming Objections
Issues and Answers
Pricing Issues
Chapter 5: Convincing Strategies
Sales Aids
Demonstrations
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
Professionalism
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
Attitude
Job Interviews
Before the big day
On the big day
Self-Confidence
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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01/29/2013

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