| Description |
1 online resource (xv, 179 pages) |
| Contents |
Cover; Contents; Foreword; Preface; 1 How Did Salespeople Come To Be?; 2 The Door-to-door Salesperson; 3 The Used Car Salesperson; 4 Sell Like Hell; 5 The Dowry Totem Pole; 6 Ours Not to Reason Why; 7 Pirates of Sales: The Story of Medical Reps; 8 More Pirates of Sales: Dumping Sales; 9 Even More Pirates of Sales; 10 Still More Pirates of Sales; 11 The Heroes of Sales; 12 Why Do Salespeople Lie?; 13 To Be a Professional Salesperson; 14 Who Teaches Whom to Sell?; 15 The Sins of Our Forefathers; 16 Understanding the Nature of a Sale; 17 Sales Is Relationship at Work; 18 The Lonely Salesperson |
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19 Company Maketh the Man20 The Devil Made Me Do It; 21 When All Hell Breaks Loose; 22 For Whom the Bell Tolls; 23 Either You Don't Know, or You Are Lying; 24 Tainted by the Company One Keeps; 25 Sales Malpractice; 26 A Sales System, Really?; 27 The Power of Discipline; 28 What's Worth Doing Is Worth Doing Well; 29 Freedom from Avoidable Worry; 30 Motivation: A Bath Needed Daily; 31 Principles of Professional Selling; 32 Sales Teams and Unique Contributions; 33 Know What to Pitch; 34 Breaking Trust; 35 Dr No; 36 The Joy of Professional Selling; 37 Balcony View of Sales |
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38 Evolving into a Sales Professional39 Being in Your Customer's Shoes; 40 The Salesperson as a Servant; 41 Handling Objection and Irate Customers; 42 Always Diagnose Before You Prescribe; 43 Meeting the Purchaser's Needs; 44 Sales Functional Needs and Personal Aspirations; 45 Pitching It for Impact; 46 The Professional Salesperson; 47 Develop Your Team; 48 Creating a Resident Faculty; 49 Too Proud to Lie; Epilogue; About the Author |
| Summary |
A light-hearted book on why sales people lie to sell and why they need to change now |
| Notes |
Online resource; title from digital title page (viewed on November 05, 2018) |
| Subject |
Selling.
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Sales management.
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selling.
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BUSINESS & ECONOMICS -- Industrial Management.
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BUSINESS & ECONOMICS -- Management.
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BUSINESS & ECONOMICS -- Management Science.
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BUSINESS & ECONOMICS -- Organizational Behavior.
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Sales management
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Selling
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| Form |
Electronic book
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| LC no. |
2018010953 |
| ISBN |
9789352807130 |
|
9352807138 |
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