Selling to anyone over the phone
Selling over the phone requires more than just reading from a script. This guide shows sales pros what they need to know to dial their way to success.
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| Format: | eBook |
| Language: | Inglés |
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New York :
AMACOM, American Management Association
2010.
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| Edition: | 2nd ed |
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| See on Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628429506719 |
Table of Contents:
- Contents; Acknowledgments; Introduction: Selling "Double Green"; Chapter 1: Setting Up for Success; Chapter 2: Managing Time and Information for Profitability; Chapter 3: Identifying Personality Types Over the Phone; Chapter 4: Getting Gatekeepers to Work for You; Chapter 5: Asking High-Value Questions; Chapter 6: Listening and Presenting; Chapter 7: Selling Through Objections; Chapter 8: Negotiating the Close; Chapter 9: Using New Technology in Phone Sales; Chapter 10: Selling to Customers from Other Cultures; Appendix A: PEAK Personality Type Assessment
- Appendix B: Handling Customer Complaints EffectivelyAppendix C: How to Present Powerful Proposals That Sell; Index
