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- McGraw-Hill Education 2004; US$ 19.95
How to reach the real decision makers and close the all-important sale How do today's most successful sales professionals close multimillion-dollar deals? They do it by teaming up with "Codebreakers"-- sales reps from noncompeting firms already doing millions of dollars of business with target clients. In The Million Dollar Sale , sales guru... more...
- McGraw-Hill Education 2005; US$ 19.95
A powerful, behavioral-based approach to closing sales Called dimensional selling, the Q4 model evaluates customers' specific behavioral patterns. It enables sales professionals to tailor presentations to personality traits, thereby forging strong bonds of trust and enduring relationships with customers. Psychologists Victor Buzzotta and Robert... more...
- McGraw-Hill Education 2010; US$ 21.95
Want to boost your sales skills and productivity beyond what you ever thought possible? Would you like to close more deals and build enduring relationships with your most valued customers? Here's your chance to achieve greatness in your own career. As founder and publisher of Selling Power , Gerhard Gschwandtner is internationally recognized as... more...
- McGraw-Hill Education 2010; US$ 24.95
Go back to basics and soar to new heights of profit This book takes you to the source of sales excellence: the fundamentals. A gold mine of practical wisdom for seasoned professionals and beginners alike, it helps you build a strong foundation in the basics from which to soar to dizzying new levels of professionalism and profitability. International... more...
- McGraw-Hill Education 2003; US$ 35.00
B2B sales and marketing executives have been hard-hit by increasing sales demands, plummeting budgets, and highly touted techniques that promise more than they deliver. The Fundamentals of Business-to-Business Sales & Marketing shows executives how to integrate traditional B2B selling methods with effective and proven new technologies. Covering... more...
- Martin Books 2007; US$ 24.95
Discusses the critical issues for people wishing to learn the basics required to become a successful sales representative. Recommended handbook for a number of popular courses, 7 steps in the sales process, prospecting, qualifying customers, budgets, overcoming objections, closing the sale, the customer, the sales pitch, features, benefits, AIDA, budgets,... more...
- Thorogood Publishing 1999; US$ 19.95
Sales effectiveness is a key issue in businesses that deploy sales teams because of high salary and wage costs. This guide shows how to manage time more effectively, plan and monitor performance, develop the customer base and track progress. more...
- Thorogood Publishing 2006; US$ 258.00
Industrial, consumer products and services companies all face different challenges. Addressing these challenges, each chapter in this work looks at one part of the planning process, explaining the methodology, planning techniques and structures, with examples, formats and checklists to help you implement the key account planning process. more...
- Thorogood Publishing 2003; US$ 26.95
This work provides a methodology to enable readers to to test their selling skills and progress in using them. It includes models for forecasting, managing new accounts and monitoring performance. Each stage of the sales cycle is looked at and advice is offered on how to handle each one. more...