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Author: John Chapin
Publisher: eBookIt.com
ISBN: 1456600060
Category : Business & Economics
Languages : en
Pages : 961
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Book Description
Sales Encyclopedia is the most comprehensive how-to guide ever written on the subject of selling. This 678 page volume covers all areas of selling in depth and gives specific detail about how to execute. It also covers areas which are not included in any other sales books such as: • Intricate subtleties of rapport building • Making sure everything about you portrays the right image • How to be in line for the job when competitors don't come through • What testimonials never to show your prospect • How the parking space you choose can make or break the entire sales call • What single bit of information you can give out effortlessly to a prospect that puts you miles ahead of the competition • Subtleties of eye contact that can make or break trust instantly The six authors are some of the most highly skilled and experienced salespeople around. They have a combined total of over 141 years of real world selling experience in many industries, in both face-to-face and telemarketing sales. They have been top salespeople in each industry in which they have sold. This book contains the key information that can make you a top salesperson, and if you're already there, this book can make you even better.
Author: John Chapin
Publisher: eBookIt.com
ISBN: 1456600060
Category : Business & Economics
Languages : en
Pages : 961
Get Book Here
Book Description
Sales Encyclopedia is the most comprehensive how-to guide ever written on the subject of selling. This 678 page volume covers all areas of selling in depth and gives specific detail about how to execute. It also covers areas which are not included in any other sales books such as: • Intricate subtleties of rapport building • Making sure everything about you portrays the right image • How to be in line for the job when competitors don't come through • What testimonials never to show your prospect • How the parking space you choose can make or break the entire sales call • What single bit of information you can give out effortlessly to a prospect that puts you miles ahead of the competition • Subtleties of eye contact that can make or break trust instantly The six authors are some of the most highly skilled and experienced salespeople around. They have a combined total of over 141 years of real world selling experience in many industries, in both face-to-face and telemarketing sales. They have been top salespeople in each industry in which they have sold. This book contains the key information that can make you a top salesperson, and if you're already there, this book can make you even better.
Author: Eryl Davies
Publisher:
ISBN: 9781876778927
Category : Civilization
Languages : en
Pages : 644
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Book Description
How things work in our everyday lives and how people lived their lives many centuries ago.
Author: Linda E. Swayne
Publisher: SAGE Publications
ISBN: 1506320376
Category : Business & Economics
Languages : en
Pages : 1960
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Book Description
This four-volume set introduces, on the management side, principles and procedures of economics, budgeting and finance; leadership; governance; communication; business law and ethics; and human resources practices; all in the sports context. On the marketing side this reference resource explores two broad streams: marketing of sport and of sport-related products (promoting a particular team or selling team- and sport-related merchandise, for example), and using sports as a platform for marketing non-sports products, such as celebrity endorsements of a particular brand of watch or the corporate sponsorship of a tennis tournament. Together, these four volumes offer a comprehensive and authoritative overview of the state of sports management and marketing today, providing an invaluable print or online resource for student researchers.
Author: Jim Ryerson
Publisher: Academic Learning Company LLC
ISBN: 9780832950049
Category : Business & Economics
Languages : en
Pages : 300
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Book Description
First 100 Days of Selling is a comprehensive look at how sales professionals build their business day by day. This guide consists of 100 time-honored ideas to achieve sales success and is written in a step-by-step formula that can be implemented and measured. The book is written for both salespeople that are new to the selling profession and experienced sales professionals who sish to achive new levels of sales performance. The book is written for sales mangers who wish to have a measurable approach to helping their salespeople come up to speed faster than the normal routine. The concepts in the book will help the sales professional capitalize on the new reality of potential customers who will not answer the phone, return their calls, and agree to an appointment or listen to their value proposition. Readers will learn the confidence -building techniques tha get returned calls, appointments, sales and ultimately referrals.
Author:
Publisher: John Wiley & Sons
ISBN: 1405161787
Category : Business & Economics
Languages : en
Pages : 1775
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Book Description
With over 300 entries from hundreds of global experts, this is one of the premier marketing reference resources available worldwide. The 6-volume WIEM provides scholars and professionals with an international guide to marketing concepts and applications The far-reaching new developments, challenges and opportunities that have arisen in recent years are fully reflected in the entries Scholars and professionals will enjoy the flexible, multi-level structure, with entries ranging from topics summaries to short essays reviewing areas of development and debate Entries are further extended by sophisticated cross-referencing both among volumes and between encyclopedia entries and external sources The encyclopedia is also available online For ease of reference, the entries are arranged alphabetically within each of the subject volumes. Designed to encompass the scope of modern marketing, the volumes cover: Volume 1: Marketing Strategy Volume 2: Marketing Research Volume 3: Consumer Behavior Volume 4: Advertising and Integrated Communication Volume 5: Product Innovation and Management Volume 6: International Marketing
Author: Philip Squire
Publisher: Kogan Page Publishers
ISBN: 1789665361
Category : Business & Economics
Languages : en
Pages : 273
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Book Description
Learn how to develop the values proven to boost sales performance, to ensure customers choose you over the competition in today's crowded marketplace. For years, sales people have struggled with cliched views of how they sell, while at the same time customers have become more sophisticated and discerning, stopping off at different or unconventional places in the sales funnel. The result is that the technique of sales people controlling the sales conversation and learning how to influence the customer no longer works. Selling Transformed introduces the new world of selling, and addresses the reasons why sales people are so poorly perceived. Selling Transformed provides fresh, tangible ideas on how to develop better sales practices. Focusing as much on the customers as on the sellers, it explains key theories of selling effectively and introduces four proven strategies that are based on the values customers look for in sales people: authenticity, client-centricity, proactive creativity and being tactfully audacious. Explaining what customers look for in sales people, and advising on how to develop and deliver these values, this is a new type of sales manual guaranteed to improve sales performance.
Author: Pedersen, Paul M.
Publisher: Edward Elgar Publishing
ISBN: 1800883285
Category : Sports & Recreation
Languages : en
Pages : 560
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Book Description
Bringing together preeminent international researchers, emerging scholars and practitioners, Paul M. Pedersen presents the comprehensive Encyclopedia of Sport Management, offering detailed entries for the critical concepts and topics in the field.
Author:
Publisher:
ISBN:
Category : Encyclopedias and dictionaries
Languages : en
Pages : 554
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Book Description
An encyclopedia designed especially to meet the needs of elementary, junior high, and senior high school students.
Author: Harry Browne
Publisher:
ISBN:
Category :
Languages : en
Pages : 178
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Book Description
If you've read other selling books, you're probably tired of the false promises that never quite work out. You're probably tired of being told "you can do it if you just believe you can. This book is: A road map to success for the salesman... who is not aggressive - who is not a "smooth talker" - and who is not an extrovert.You're probably tired of reading about tricks that made a particular sale tricks that may have been appropriate to a particular situation, but not yours and even if they were appropriate, how would you have thought of them at the right time?If you've read books on selling before or listened to "sales experts," you're probably tired of being pumped with hot air told how you must "come alive," be full of enthusiasm, dominate the world around all the things that don't happen to be a part of your basic nature.Well, this book isn't anything like that. In fact, this book was written to refute many cliches of selling that have been accepted without question for years.This book will prove to you, I hope, that the stereotyped image of the "born salesman" is a mistake. You don't have to remake your personality and become super-enthusiastic, super-aggressive, domineering. Not only are those traits not necessary, they are actually a hindrance to making sales.And you won't have to develop that uncanny ability to come up with the right answer at the right time that super-human knack of having the brilliant flash of insight that is so prevalent in books on selling. Sure, given several days to think about it, the writer of a sales book can always come up with a solution to a sales problem. But how does that help you when confronted face-to-face with a question that must be answered now? This book will show you that you don't need such skills.This book can truly revolutionize your selling career but only because it will show you that you no longer need to waste your time developing skills that are of no value to a salesman. For example, here are some of the points that will be made in the course of this book: -- Contrary to the accepted mythology, enthusiasm is not a virtue; it destroys more sales than it creates.-- "Positive thinking" is an unrealistic fallacy. The salesman who thinks negatively has a far greater chance for success than the so-called "positive thinker."-- Sales success does not come from convincing people to buy things they don't want.-- The salesman who always has an answer for every objection is also probably plugging along with a very low income.-- Extroverts don't make the best salesmen; they are invariably outsold by introverts.-- To be a good salesman, you don't have to be a "smooth talker".-- Another all-time sales fallacy is the statement "When the going gets tough, the tough get going". When the going gets tough, I usually take a vacation.-- The desire to be able to motivate others is unrealistic and foolish. A really-great salesman will never try to motivate anyone.Perhaps all of this sounds so far removed from what you've heard about selling through the years that you wonder how it could possibly be true. I intend to demonstrate the validity of these statements in two ways.First, my own experience verifies their worth. Almost invariably, in any selling experience where I've found myself, I have outsold everyone else around me usually while working far fewer hours.In addition, I've seen these principles work for a few others, too a very few, for they are unknown to most people.But there is nothing mysterious about them and that brings us to second way in which I will demonstrate their validity. I will prove them to you. We will deal with life logically and carefully in this book. Everything will be proven in terms of the real world as it is in ways we can both understand.
Author: Adon Rigg
Publisher: Createspace Independent Publishing Platform
ISBN: 9781466428607
Category :
Languages : en
Pages : 0
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Book Description
The Game Has Changed Do You Know the New Formula for Sales Success? Seven factors are changing the marketplace forever, and with it, the relevance of every sales professional in every company's sales force. The Internet, commoditization, rising inflation, changing demographics and more are transforming how the world does business. Sales professionals who wish to survive must change or they will become irrelevant and obsolete. They must be able to create opportunities and value for busy and sophisticated buyers or find themselves by the wayside with yesterday's travel agents and telephone operators. In fact, by 2020, it's estimated that 15 million of the 18 million sales positions in America will be eliminated.* Do you know what it will take for you to survive? In his new book, Insightful Selling, Adon Rigg, CME, CSE, shows readers how to prepare for these changes so they can sell successfully in the 21st century. Rigg outlines an easy to apply 5-part formula that allows customers to see you as an Insightful Executive who understands their business. The language of any and all business is financial in nature. To be valuable to customers, you need to know this language. Whether you call on CEOs or purchasers of office supplies, your prospects have an obligation to make a positive impact on their company's income statement. Insightful Selling will show you how to demonstrate your value and how you can make the most substantial impact to their business. If you are a business owner, entrepreneur, infopreneur, sales representative or sales manager responsible for driving revenue growth, this book is for you. The Buzz on Insightful Selling: "If you are a salesperson who wants to sell, now, and get immediate results, this book is for you. Rigg has condensed his years of experience and encyclopedic knowledge of sales into a mini-encyclopedia that covers the key skills a salesperson needs today--everything from how to use Twitter, to how to create a value proposition, to how to decipher a customer's personality, to how to draft a winning proposal." - Brett Clay, Author, Selling Change "A must have book for any sales library! The S.A.L.E.S. process that Adon uses is simple to grasp, yet its power is in its simplicity. He clearly communicates the complex process of selling in a down to earth manner that is easy to follow and understand. When you are done reading it, you will feel compelled to put this process into practice." - Chris Rollins, The Conductor "Insightful Selling is one of the few sales books I have read that instructs sales people to look at selling from a business perspective. Adon outlines key strategies to help sales people become better executives by understanding key business issues faced by prospects and customers. Sales people who apply Adon's advice will quickly stand out from their competition." - Kelley Robertson, Author, The Secrets of Power Selling
