Compete and Win in Telecom Sales - A Step-By -Step Guide for Successful Selling

List of contents

Preface, Chapter 1 - The Wonderful World of Selling, Chapter 2 - The Eight-Step Sales Process, Chapter 3 - Step 1: Prospecting - The Foundation of Success, Chapter 4 - Step 2: Great First Appointments, Chapter 5 - Step 3: Qualifying, Chapter 6 - Step 4: Fact-Finding, Chapter 7 - Step 5: Effective Presentations, Chapter 8 - Step 6: Overcoming Objections, Chapter 9 - Step 7 : Closing, Chapter 10 - Step 8: Follow-Up and Support, Chapter 11 - Success and Failure

About the author

Philip Max Kay is the #1 sales trainer in the telecommunications industry, having trained over 5,000 telecommunications sales professionals. His clients range from many well-known telecom companies such as SBC Communications, Sprint, Ericsson, Nortel, Lucent, Toshiba and Panasonic, to small emerging telecom companies such as e.spire, KMC Telecom, Gillette Gobal Networking and Staples Communications. Mr. Kay has a B.A. in economics from Colby College, and an MBA in marketing from Boston University.

Summary

This is a guide to achieving super sales results, whether selling a cellular phone or a high ranking services agreement. Buyers need to have telecom products and services explained, they rely on the salespeople to educate them and need to trust them to provide cost-effective, efficient services.

Product details

• Authors: Philip Max Kay, Philip Max Kay
• Publisher: Taylor & Francis Ltd.
• Languages: English
• Product format: Hardback
• Released: 31.12.2017
• EAN: 9781138412293
• ISBN: 978-1-138-41229-3
• No. of pages: 170
• Subjects: Natural sciences, medicine, IT, technology > IT, data processing > Data communication, networks; COMPUTERS / Information Technology, TECHNOLOGY & ENGINEERING / Telecommunications, computer science, Sales & marketing, Information technology: general issues, Sales and marketing, Computer networking & communications, Information technology: general topics, Computer networking and communications