|Product format||Paperback / Softback|
|Publisher||Wiley, John and Sons Ltd|
|Delivery time||1-3 weeks (not available at short notice)|
|Evaluation||None - Write a review|
Salesmanship is a skill that carries over into many industries. This book provides its readers with information and techniques on prospecting, planning sales calls, making great presentations, and closing the sale.
Chapter 1: The Life and Career of a Professional SalespersonChapter 2: Ethical and Legal Issues in SellingChapter 3: Why People Buy: Understanding Buyer BehaviorChapter 4: Communication Skills for Relationship BuildingChapter 5: ProspectingChapter 6: Planning the Sales CallChapter 7: Making the Sales CallChapter 8: Elements of a Great Sales PresentationChapter 9: Responding to ObjectionsChapter 10: Closing the SaleChapter 11: After the Sale: Service to Build the PartnershipChapter 12: Time and Territory Management: Keys to SuccessChapter 13: Managing and Training Others
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William L. Cron received his BSBA from Xavier University and his MBA & DBA from Indiana University. He's a Professor of Marketing at the M.J. Neeley School of Business at Texas Christian University. His areas of expertise and research are Sales Management Issues, Marketing Strategy--Planning for Growth & Profits, and Wholesaling Management Issues. He's received the following awards: Graduate Teaching Award - Electives, M. J. Neeley School of Business, 2003, Carl Sewell Distinguished Service to the Community Award, Edwin L. Cox School of Business, 1999., Excellence in Manuscript Reviewing Award, the Journal of Personal Selling and Sales Management, 1994., Nominated for Jagdesh N. Sheth Award for Best Articles, Journal of the Academy of Marketing Science, 1993. Bill has also done consulting with companies such as American Association for HomeCare, Baylor Health System, Bristol- Myers Squibb, and GTE.