The sales training handbook : 52 quick, easy-to-lead mini-seminars /
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| Main Author: | |
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| Format: | Book |
| Language: | English |
| Published: |
New York ; London :
McGraw-Hill,
c2001.
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| Subjects: | |
| Online Access: | Table of contents Contributor biographical information |
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| 100 | 1 | |a Magee, Jeffrey L. | |
| 245 | 1 | 4 | |a The sales training handbook : |b 52 quick, easy-to-lead mini-seminars / |c Jeffrey L. Magee. |
| 260 | |a New York ; |a London : |b McGraw-Hill, |c c2001. | ||
| 300 | |a xi, 259 p. : |b ill. ; |c 29 cm. | ||
| 500 | |a "Includes downloadable, customizable, participant handouts"--Cover. | ||
| 500 | |a Supplemented by a web site from which forms, etc. can be downloaded. | ||
| 504 | |a Includes bibliographical references (p. 259) | ||
| 505 | 0 | 0 | |a Machine derived contents note: Section I: Training Your Team in the Five Basics of Selling. -- Mini-Seminar 1: Product IQ = Claims + Features + Benefits + Naildowns. -- Mini-Seminar 2: Why Do "I" Care?: Defining Your Passion and Personal Buy-In Factor. -- Mini-Seminar 3: Identifying the Five Steps to Selling. -- Mini-Seminar 4: Building Your Sales Presentation Around the Five Steps. -- Mini-Seminar 5: The Impact of Attitude on Sales Performance. -- Mini-Seminar 6: Attention: How to Gain a Favorable Start. -- Mini-Seminar 7: Interest: How to Capture It. -- Mini-Seminar 8: Presentation: What's It All About? -- Mini-Seminar 9: Desire: Building the Emotional Want in Your Offer. -- Mini-Seminar 10: Close: Getting the Commitment and the Order. -- Mini-Seminar 11: Building Relationships with the Stacking-N-Linking Conversational Model. -- Section II: Increasing Your Team's Selling Effectiveness. -- Mini-Seminar 12: Fine-Tuning Your Sales Presentation with the Five Enhanced Selling Steps. -- Mini-Seminar 13: Overcoming the Sales Blahs and Negative Stereotypes. -- Mini-Seminar 14: Using the Sales Funnel to Stay Sales Healthy. -- Mini-Seminar 15: Qualifying Your Profile Customer and Understanding the 80/20 Rule. -- Mini-Seminar 16: Designing a Qualified Suspect Profile for Increased Sales. -- Mini-Seminar 17: Overcoming "No". -- Mini-Seminar 18: Dealing with Objections for Constructive Outcomes. -- Mini-Seminar 19: The Four Mental Decisions Associated with Every Purchase Transaction. -- Mini-Seminar 20: Designing Core Dis-Qualifying Questions. -- Mini-Seminar 21: Selling to the Five Different Age Segmentations. -- Mini-Seminar 22: Selling to Gender-Specific Needs. -- Mini-Seminar 23: Selling to Individuals in One-on-One Situations. -- Mini-Seminar 24: Selling to Groups: Group Presentation Dynamics. -- Mini-Seminar 25: Selling to Culturally Diverse Audiences. -- Mini-Seminar 26: Differentiating Your Offer via Unique Selling Features/USF#1. -- Mini-Seminar 27: Differentiating Your Offer via Unique Service Features/USF#2. -- Mini-Seminar 28: Showing the Customer How Your Offer Excels. -- Mini-Seminar 29: Seven Steps to Improved Listening Skills. -- Mini-Seminar 30: Improving Your Communication Effectiveness: Sending the Correct Signal. -- Section III: Professional-Level Selling Skills. -- Mini-Seminar 31: Using Rule 1/12/50 to Continually Connect. -- Mini-Seminar 32: Leveraging Existing Relationships for More Business. -- Mini-Seminar 33: Getting Referrals from Every Client. -- Mini-Seminar 34: Cultivating New Business: The BLENDS Model. -- Mini-Seminar 35: Cross-Selling. -- Mini-Seminar 36: Up-Selling. -- Mini-Seminar 37: Down-Selling to Better Serve the Client. -- Mini-Seminar 38: Identifying Your Target-Rich Environment (TRE). -- Mini-Seminar 39: Cultivating Other TREs. -- Mini-Seminar 40: Why Customers Love You or Leave You. -- Mini-Seminar 41: Building Lasting Sales Relationships by Providing Reliable C.A.R.E. -- Mini-Seminar 42: Three Keys to Follow-Up Success. -- Mini-Seminar 43: Building Your Brand Recognition. -- Mini-Seminar 44: Using Your Business Card As Your Number 1 Selling Instrument. -- Mini-Seminar 45: Competitive Analysis: You Versus? -- Mini-Seminar 46: Cultivating Advocates from Existing Clients. -- Mini-Seminar 47: Mastering the Telephone. -- Mini-Seminar 48: Using Other Forms of Technology to Complement Your Sales Effectiveness. -- Mini-Seminar 49: Time Management Effectiveness with Quadrant Manager System. -- Mini-Seminar 50: Using a Database Management System to Assist in Your Sales Efforts. -- Mini-Seminar 51: Tracking Your Account Activity and Status. -- Mini-Seminar 52: Becoming an Expert. -- Appendix A: Professional Sales Skills Self-Assessment Inventory. |
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| 856 | 4 | 2 | |3 Contributor biographical information |u http://www.loc.gov/catdir/bios/mh041/2002275460.html |
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