Outsmarting Your Competitors: Techniques of Sales Excellence to Build Profitable BusinessMarshall Cavendish, 2007 - 192 pages |
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 |
Common terms and phrases
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