| Description |
xxx, 360 pages : illustrations ; 24 cm |
| Series |
--For dummies |
|
--For dummies.
|
| Contents |
Machine derived contents note: Introduction. -- PART I: The Art of Selling. -- Chapter 1: You Don't Need a Plaid Sport Coat. -- Chapter 2: The Seven-Step Selling Cycle. -- Chapter 3: Making Selling Your Hobby: It's All in the Attitude. -- PART II: Doing Your Homework. -- Chapter 4: What You Don't Know about Your Clients Can Kill Your Chances of Success. -- Chapter 5: Knowing Your Product. -- Chapter 6: Taking Advantage of Technology. -- PART III: The Anatomy of a Sale. -- Chapter 7: Finding the People Who Need What You Have. -- Chapter 8: Getting an Appointment and Putting Your Clients at Ease. -- Chapter 9: Qualifying Your Way to Success. -- Chapter 10: Winning Presentations. -- Chapter 11: Addressing Customer Concerns. -- Chapter 12: Closing the Sale. -- Chapter 13: Getting Referrals from Your Present Clients. -- PART IV: Growing Your Business. -- Chapter 14: Following Up and Keeping in Touch. -- Chapter 15: Using the Internet to Make More Sales. -- Chapter 16: Planning Your Time Efficiently. -- PART V: You Can't Win 'Em All. -- Chapter 17: Handling Failure and Rejection. -- 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 Master the Art of Selling. -- Chapter 22: Ten Characteristics of Professional Persuaders. -- Chapter 23: Ten Advanced Closes. -- Chapter 24: Ten of the Best Web Sites for Sales Professionals. -- Appendix: Recommended Resources. -- Index. -- Book Registration Information |
| Summary |
Includes guidelines on getting appointments, time planning, handling failure and rejection, and ways to close sales |
| Notes |
Includes index |
| Bibliography |
Includes bibliographical references (pages [341]-344) and index |
| Subject |
Selling.
|
| LC no. |
95078407 |
| ISBN |
1568843895 (paperback) |
|
