销售指南Selling For Dummies

出版时间：2007-11  作者：Ben Kench  页数：390  

内容概要

Being a successful salesperson isn't only useful in a traditional sales role. Whether you want to sell a new product to a business, an idea to an investor, or yourself in an interview, this book provides you with all the tips and techniques you need to stand out from the crowd. This straight-talking guide helps you develop the sales, communication, and negotiating skills you need to deliver successful presentations, win and retain customers, maintain your confi dence, and get the results you want.

作者简介

Tom Hopkins is the epitome of sales success．A millionaire by the time he reached the age of 27，Hopkins now is Chairman of Tom Hopkins International，one of the largest sales-training organisations in the world．
    Thirty years a90，Tom Hopkims consid

书籍目录

IntroductionPart I：The Art of Selling  Chapter 1：You Don’t Need a Uniform or a Fancy Suit  Chapter 2：The Seven-Step Selling Cycle  Chapter 3：Enjoying Selling as a HobbyPart II：Preparation Is the Key  Chapter 4：Knowing Your Market  Chapter 5．Knowing What You Sell  Chapter 6：Using Technology to Your AdvantagePart III：The Anatomy of a Sale  Chapter 7：Finding the People Who Want What You Sell  Chapter 8：Making Appointments the Easy Way  Chapter 9：Finding the Best Way to Proceed with the Client  Chapter 10：The Pitch：Presenting Yourself and Your Offering Properly  Chapter 11：Addressing Customer Concerns  Chapter 12：Easing the Sale to a Close  Chapter 13：Referrals：The Best Way to Grow Your BusinessPart IV：Growing your Business  Chapter 14：Following Up and Keeping in Touch  Chapter 15：Using the Internet to Make More Sales  Chapter 16：Managing Your Time for Optimum EffectPart V：you Can't Win Them All  Chapter 17：Staying Positive  Chapter 18：Setting Goals to Stay FocusedPart VI:The Part of Tens  Chapter 19：The Ten Biggest Sales Mistakes  Chapter 20：Ten Ways to Improve Your Selling  Chapter 21：Ten Ways to Become a Master Practitioner  Chapter 22：Ten Characteristics of Winners  Chapter 23：Top Ten Tips for Sales Success  Chapter 24：Ten of the Best Web Sites for Sales ProfessionalsIndex