Sales Techniques

图书标准信息

• 作者 Bill、William T.、John Woods 著
• 出版社 Mcgraw-Hill
• 出版时间 2004-02
• 版次 1
• ISBN 9780071430012
• 定价 192.00元
• 装帧 平装
• 开本 其他
• 纸张 其他
• 页数 180页
• 正文语种 英语
• 丛书 Briefcase Books Series

【内容简介】

SalesTechniquesisaninsightfulandpracticalcompilationofproventechniquesandmoderntools,designedtohelpbothneophyteandseasonedsalesprofessionalsworkwithcustomersandsuccessfullyclosethedeal.

Fromsellingsolutionsinsteadofproductstofinding,communicatingwith,andevenclosingcustomersontheInternet,thislatestadditiontothepopularBriefcaseBooksserieswillshowsalespeoplehowtoorganizetheirsalesefforts,worksuccessfullywithtoday'smoredemandingcustomerbase,efficientlyandeffectivelycloseasale,consistentlyfollowupafterthesaletoencouragehigh-profitrepeatbusinessandreferrals,andmuchmore.

【作者简介】

McGraw-Hillauthorsrepresenttheleadingexpertsintheirfieldsandarededicatedtoimprovingthelives,careers,andinterestsofreadersworldwide

【目录】

Preface
Acknowledgments
121stCenturySelling1
2ProfessionalSelling:TheInsiderSecrets15
3Focus,Alignment,andLeverage36
4TheInvestigateStep(Part1)-Positioning48
5TheInvestigateStep(Part2)-Prospecting59
6TheInvestigateStep(Part3)-Pre-CallPlanning76
7TheMeetStep:EngagingYourProspectFacetoFace89
8TheProbeStep:AskingQuestionsThatMaketheSale102
9TheApplyStep:MakingYourProductorServiceSolveProblems118
10TheConvinceStep:MakingYourProspectBelieve138
11TheTie-It-UpStep:ConcludingandClosing153
12HowtoBuildandSustainSalesMomentum168
Index179