000			02080nam a2200289 i 4500
003			MIUC
005			20200219112613.0
008			170907s2004 nyu 001 | eng
020			_a9780071430012
020			_a0071430016
040			_aMIUC _beng _cMIUC
082	0		_a658.85
100	1		_93167 _aBrooks, William T., _d1945-
245	1	0	_aSales techniques / _cBill Brooks.
260			_aNew York, etc. : _bMcGraw-Hill, _cc2004.
300			_axvii, 186 p. ; _c23 cm.
336			_2rdacontent _atext
490	1		_aA briefcase book
500			_aIncludes index.
505	0		_aCh. 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.
520			_aSales 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.
650		0	_93127 _aSales management _xVocational guidance
650		0	_93153 _aSales personnel
650		0	_93138 _aSelling
830		0	_93168 _aBriefcase book
942			_2ddc _cBK