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Selling for dummies.

Author: Tom Hopkins; Ben Kench
Publisher: Chichester : John Wiley, 2007.
Edition/Format:   Print book : English : New ed.View all editions and formats

Being a successful salesperson isn't only useful in a traditional sales role. Whether you want to sell a new product to a business, an idea to an investor, or yourself in an interview, this book  Read more...


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Document Type: Book
All Authors / Contributors: Tom Hopkins; Ben Kench
ISBN: 9780470512593 0470512598
OCLC Number: 144596218
Notes: Previous edition: New York: Hungry Minds, 2001.
Includes index.
Description: pages cm
Contents: Introduction. Part I: The Art of Selling. Chapter 1: You Don't Need a Uniform or a Fancy Suit. Chapter 2: The Seven-Step Selling Cycle. Chapter 3: Enjoying Selling as a Hobby. Part II: Preparation Is the Key. Chapter 4: Knowing Your Market. Chapter 5: Knowing What You Sell. Chapter 6: Using Technology to Your Advantage. Part III: The Anatomy of a Sale. Chapter 7: Finding the People Who Want What You Sell. Chapter 8: Making Appointments the Easy Way. Chapter 9: Finding the Best Way to Proceed with the Client. Chapter 10: The Pitch: Presenting Yourself and Your Offering Properly. Chapter 11: Addressing Customer Concerns. Chapter 12: Easing the Sale to a Close. Chapter 13: Referrals: The Best Way to Grow Your Business. Part IV: Growing Your Business. Chapter 14: Following Up and Keeping in Touch. Chapter 15: Using the Internet to Make More Sales. Chapter 16: Managing Your Time for Optimum Effect. Part V: You Can't Win Them All. Chapter 17: Staying Positive. Chapter 18: Setting Goals to Stay Focused. Part VI: The Part of Tens. Chapter 19: The Ten Biggest Sales Mistakes. Chapter 20: Ten Ways to Improve Your Selling. Chapter 21: Ten Ways to Become a Master Practitioner. Chapter 22: Ten Characteristics of Winners. Chapter 23: Top Ten Tips for Sales Success. Chapter 24: Ten of the Best Web Sites for Sales Professionals. Index.


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