skip to content
Portfolio of ready-to-use model sales scripts Preview this item
ClosePreview this item
Checking...

Portfolio of ready-to-use model sales scripts

Author: Howard Bishop
Publisher: Englewood Cliffs, N.J. : Prentice Hall, ©1989.
Edition/Format:   Print book : EnglishView all editions and formats
Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Additional Physical Format: Online version:
Bishop, Howard, 1938-
Portfolio of ready-to-use model sales scripts.
Englewood Cliffs, N.J. : Prentice Hall, ©1989
(OCoLC)1043353801
Document Type: Book
All Authors / Contributors: Howard Bishop
ISBN: 0136860311 9780136860310
OCLC Number: 18351692
Description: xiv, 191 pages ; 29 cm
Contents: Breaking Through the Initial Appointment Barrier --
The Initial Cold, Cold Telephone Call--Getting Past the Receptionist --
Making the Prospect's Secretary Your Ally --
Treating the Secretary Like a Person --
Closing the Secretary on the Appointment --
Setting up the Appointment --
Getting the First Appointment with the "Busy" Prospect --
Getting the Prospect Talking --
Keeping the Prospect Talking --
Cracking the "Busy" Prospect Summary Points --
Selling the Secretary with a Third-Party Referral --
Getting the Secretary on Your Side --
Using Third-Party Referrals with Prospects --
Making the Secretary Your Sales Partner --
Getting Through to the Prospect --
Getting Through by Getting Information --
Selling Through Information Gathering --
Closing for the Appointment --
Developing Prospects with Trade Show Leads --
Qualifying the Trade Show Lead Prospect --
Getting the Prospect in for a Demonstration --
Closing for the Appointment --
Confirming and Reselling the Appointment --
Selling by Demonstrating --
Demonstration Checklist --
Demonstrating in the Prospect's Office --
Making an Ally of the Receptionist --
Pre-Demonstration Questions to Ask --
(Alternative Questions) --
(Alternative Questions) --
(Alternative Questions) --
(Alternative Questions) --
(Alternative Questions) --
(Alternative Questions) --
(Alternative Questions) --
Closing on the Second, Third, Fourth or Fifth Appointments --
Following Up On the Initial Call or Demo --
Keeping Track of Prospect Progress--Account Profile and Call Sheets.
Other Titles: Model sales scripts
Responsibility: Howard S. Bishop.

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.

Similar Items

Related Subjects:(2)

Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/18351692> # Portfolio of ready-to-use model sales scripts
    a schema:CreativeWork, schema:Book ;
    library:oclcnum "18351692" ;
    library:placeOfPublication <http://id.loc.gov/vocabulary/countries/nju> ;
    library:placeOfPublication <http://experiment.worldcat.org/entity/work/data/17198131#Place/englewood_cliffs_n_j> ; # Englewood Cliffs, N.J.
    schema:about <http://dewey.info/class/658.82/e19/> ;
    schema:about <http://id.worldcat.org/fast/1111969> ; # Selling
    schema:about <http://id.worldcat.org/fast/1103832> ; # Sales letters
    schema:alternateName "Model sales scripts" ;
    schema:bookFormat bgn:PrintBook ;
    schema:copyrightYear "1989" ;
    schema:creator <http://viaf.org/viaf/72810651> ; # Howard Bishop
    schema:datePublished "1989" ;
    schema:exampleOfWork <http://worldcat.org/entity/work/id/17198131> ;
    schema:inLanguage "en" ;
    schema:isSimilarTo <http://www.worldcat.org/oclc/1043353801> ;
    schema:name "Portfolio of ready-to-use model sales scripts"@en ;
    schema:productID "18351692" ;
    schema:publication <http://www.worldcat.org/title/-/oclc/18351692#PublicationEvent/englewood_cliffs_n_j_prentice_hall_1989> ;
    schema:publisher <http://experiment.worldcat.org/entity/work/data/17198131#Agent/prentice_hall> ; # Prentice Hall
    schema:workExample <http://worldcat.org/isbn/9780136860310> ;
    wdrs:describedby <http://www.worldcat.org/title/-/oclc/18351692> ;
    .


Related Entities

<http://experiment.worldcat.org/entity/work/data/17198131#Agent/prentice_hall> # Prentice Hall
    a bgn:Agent ;
    schema:name "Prentice Hall" ;
    .

<http://experiment.worldcat.org/entity/work/data/17198131#Place/englewood_cliffs_n_j> # Englewood Cliffs, N.J.
    a schema:Place ;
    schema:name "Englewood Cliffs, N.J." ;
    .

<http://id.worldcat.org/fast/1103832> # Sales letters
    a schema:Intangible ;
    schema:name "Sales letters"@en ;
    .

<http://id.worldcat.org/fast/1111969> # Selling
    a schema:Intangible ;
    schema:name "Selling"@en ;
    .

<http://viaf.org/viaf/72810651> # Howard Bishop
    a schema:Person ;
    schema:birthDate "1938" ;
    schema:familyName "Bishop" ;
    schema:givenName "Howard" ;
    schema:name "Howard Bishop" ;
    .

<http://worldcat.org/isbn/9780136860310>
    a schema:ProductModel ;
    schema:isbn "0136860311" ;
    schema:isbn "9780136860310" ;
    .

<http://www.worldcat.org/oclc/1043353801>
    a schema:CreativeWork ;
    rdfs:label "Portfolio of ready-to-use model sales scripts." ;
    schema:description "Online version:" ;
    schema:isSimilarTo <http://www.worldcat.org/oclc/18351692> ; # Portfolio of ready-to-use model sales scripts
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.