Secrets of Top-Performing Salespeople

图书标准信息

• 作者 Edward R.、Mark D.、Seleste Lunsford 著
• 出版社 Mcgraw-Hill
• 出版时间 2003-08
• 版次 0002
• ISBN 9780071423014
• 定价 132.20元
• 装帧 平装
• 开本 其他
• 纸张 其他
• 页数 172页
• 正文语种 英语

【内容简介】

Howtoday'stopsalesprosconsistentlyconnectwith—andclose—theirbest,mostlucrativecustomers

Salesprosoftenfocustoomuchonoperationaldetailsandforgetthatthesecrettosellingisdevelopingstrongcustomerrelationships.SecretsofTop-PerformingSalespeoplereiteratesthatthecustomeriskeyandprovidescustomer-basedlessonsandtechniquesbasedonup-todatestudiesandexamplesfromhundredsofexceptionalsalespeople.

【作者简介】

EdwardR.DelGaizo,Ph.D.isdirectorofresearch,evaluation,andcertificationatAchieveGlobalandtheauthorofHighPerformanceSalesOrganizations.SelesteE.LunsfordisaproductmanagerforAchieveGlobal'sSalesPerformanceportfolioofproductsandservices.MarkD.MaroneisAchieveGlobal'sseniorresearchmanager.

【目录】

Preface
Acknowledgements
SellingwithaCustomerFocus
Lesson1ExcelinYourSalesRoles5
Lesson2ScheduletheInitialSalesCall15
InitiatingtheCustomerRelationship
Lesson3DoYourHomework-BePrepared23
Lesson4BuildaFoundationforPartnership32
Lesson5BuildRapportandDeliverCompellingPresentations39
ExecutingtheSuccessfulSalesCall
Lesson6StartOffontheRightFoot49
Lesson7UncoverNeedsandGoals55
Lesson8DiscusstheBenefits62
Lesson9ClosetheSale66
DealingwithCustomerConcerns
Lesson10OvercomeIndifference77
Lesson11AnticipateObjections85
Lesson12ResolveMisunderstandings91
Lesson13DealwithDrawbacks96
Lesson14ConverttheSkeptic102
Lesson15NegotiateAnyRemainingConcerns107
PartneringfortheLongTerm
Lesson16MaintaintheRighttoDoBusiness115
Lesson17BuildLastingRelationships121
Lesson18DemonstratePost-SaleCommitment128
Lesson19SustainaCompetitiveAdvantage135
Lesson20LeavetheDoorOpen142
LeveragingInternalAssets:Self-Management
Lesson21OptimizeYourPerformanceThroughCoaching151
Lesson22ManageYourTimeandTerritory156
Lesson23UseTechnologyasanEnabler162
Lesson24WorkEasilywithTeams169
Lesson25CreateanActionPlan175
Index181