HUDU

Selling: Building Relationships and Achieving Results

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März 2007

Beschreibung

Beschreibung

Salesmanship is an essential skill that carries over into many industries. In Selling, the latest text from the Business series in the Wiley Pathways imprint, students learn up-to-date information and techniques on prospecting, planning sales calls, making great presentations, and closing the sale.

Inhaltsverzeichnis

Chapter 1: The Life and Career of a Professional Salesperson
Chapter 2: Ethical and Legal Issues in Selling
Chapter 3: Why People Buy: Understanding Buyer Behavior
Chapter 4: Communication Skills for Relationship Building
Chapter 5: Prospecting
Chapter 6: Planning the Sales Call
Chapter 7: Making the Sales Call
Chapter 8: Elements of a Great Sales Presentation
Chapter 9: Responding to Objections
Chapter 10: Closing the Sale
Chapter 11: After the Sale: Service to Build the Partnership
Chapter 12: Time and Territory Management: Keys to Success
Chapter 13: Managing and Training Others
EAN: 9780470111253
ISBN: 0470111259
Untertitel: Sprache: Englisch.
Verlag: JOHN WILEY & SONS INC
Erscheinungsdatum: März 2007
Seitenanzahl: 325 Seiten
Format: kartoniert
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