Sales techniques / Bill Brooks.

By:

Brooks, William T, 1945-

Material type:

TextSeries: Briefcase bookPublication details: New York, etc. : McGraw-Hill, c2004.Description: xvii, 186 p. ; 23 cmContent type:

text

ISBN:

9780071430012
0071430016

Subject(s):

DDC classification:

658.85

Contents:

Ch. 1. 21st century selling -- Ch. 2. Professional selling -- Ch. 3. Focus, alignment and leverage -- Ch. 4. The investment step (part 1)-Position -- Ch. 5. The investment step (part 2)-Prospecting -- Ch. 6. The investment step (part 3)-Pre call planning -- Ch. 7. The meet step: engaging your prospect face to face -- Ch. 8. The probe step: asking questions that make the sale -- Ch. 9. The apply step: making your product or service solve problems -- Ch. 10. The convince step: making your prospects believe -- Ch. 11.The tie-it-up step: concluding and closing -- Ch. 12. How to build and sustain sales momentum.

Summary: Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal. From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.

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Holdings
Item type	Current library	Call number	Status	Barcode
Books	Marbella International University Centre Library	658.85 BRO sal (Browse shelf(Opens below))	Available	11793

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Previous	658.84 INT int Internet marketing :	658.84 LEE glo Global marketing management :	658.85 BEN met The method of selling :	658.85 BRO sal Sales techniques /	658.85 RAM eve The everything sales book :	658.85 SPI sel Selling & sales management :	658.87 HAM sma Smart retail :	Next

Includes index.

Ch. 1. 21st century selling --
Ch. 2. Professional selling --
Ch. 3. Focus, alignment and leverage --
Ch. 4. The investment step (part 1)-Position --
Ch. 5. The investment step (part 2)-Prospecting --
Ch. 6. The investment step (part 3)-Pre call planning --
Ch. 7. The meet step: engaging your prospect face to face --
Ch. 8. The probe step: asking questions that make the sale --
Ch. 9. The apply step: making your product or service solve problems --
Ch. 10. The convince step: making your prospects believe --
Ch. 11.The tie-it-up step: concluding and closing --
Ch. 12. How to build and sustain sales momentum.

Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal.

From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.

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