Outsmarting Your Competitors: Techniques of Sales Excellence to Build Profitable Business

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Marshall Cavendish, 2007 - 192 pages
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Contents

INTRODUCTION
6
The New Realities Of The Sales Role
11
The Challenge of Competitive Markets
12
Setting A Foundation For Success
23
Planning to Succeed
24
Focusing to Create the Best Potential
34
Getting the Best Prospects
39
Conducting Effective Sales Meetings
51
Identifying Customers Requirements
70
Presenting Your Case
82
Responding to Objections
113
Gaining a Commitment
129
Reinforcing Your Case
138
Communication in a Borderless World
159
AFTERWORDHelpful Attitudes
182
ABOUT THE AUTHOR
192

First Impressions Last
52
Every Customer is Different
59

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