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Sales presentation techniques (that really work!)

Author: Stephan Schiffman
Publisher: Avon, Mass. : Adams Business, ©2007.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

Discusses the role of presentations in sales model, and advises salespeople when to go for flashy presentation, and when to keep it simple. This book explains the dos and don'ts of PowerPoint, and  Read more...

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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Stephan Schiffman
ISBN: 9781598690606 1598690604
OCLC Number: 85899049
Notes: Includes index.
Description: xi, 145 pages : illustrations ; 22 cm
Contents: Machine derived contents note: Contents --
Introduction --
Part One Sales Presentations and the Sales Process --
Chapter 1 We Hold These Truths to Be Sales Relevant --
Chapter 2 Climb Every Mountain, Clinch Every Sale --
Chapter 3 Enemies of Your Sales --
Chapter 4 Preparing for the First Appointment --
Chapter 5 Must You Question Everything I Say? --
Chapter 6 Some Rules for Questioning --
Chapter 7 Ask, Listen, and Verify --
Part Two Before the Presentation --
Chapter 8 The Power of Twelve --
Chapter 9 Preparing for the Presentation --
Chapter 10 To PowerPoint or Not to PowerPoint ¿That Is the Question --
Chapter 11 The Guest List --
Chapter 12 The Actor¿s Studio School of Presentations --
Chapter 13 Keeping the Business --
Chapter 14 Ten Things You Need to Do Before a Presentation --
Part Three In the Meeting Room --
Chapter 15 The Parts of a Presentation --
Chapter 16 Building Rapport --
Chapter 17 A Few Words on Maintaining Rapport --
Chapter 18 Non-Verbal Responses --
Chapter 19 Using Humor --
Chapter 20 Selling to Committees --
Chapter 21 Closing and Following Up --
Part Four What Works for Presentations¿and What Doesn¿t --
Chapter 22 Case Study #1: Getting Everybody on the Same Page --
Chapter 23 Case Study #2: Expensive Lessons --
Chapter 24 Case Study #3: Don¿t Copy What These Salespeople Do --
Chapter 25 Case Study #4: Know What Your Customer Needs --
About the Author.
Responsibility: Stephan Schiffman.
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