Sales Essentials the Tools You Need at Every Stage to Close More Deals and Crush Your Quota
"With so much focus put into making a sale, many professionals find they need help improving the crucial points that come before and after the sale. In Sales Essentials, you'll find the comprehensive, up-to-date information you need to improve your skills at every point of the sales proces...
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw Hill
[2023]
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| Edición: | First edition |
| Colección: | McGraw Hill's business essentials.
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009748739806719 |
Tabla de Contenidos:
- Intro
- Cover
- Title Page
- Copyright Page
- Dedication
- Contents
- Acknowledgments
- Introduction
- PART I THE ESSENTIALS
- 1 The Heart of Sales
- 2 The Challenges of Sales
- 3 Characteristics of Successful Salespeople
- PART II THE ESSENTIALS APPLIED
- Sales Self-Assessment
- BEFORE THE SALE
- 4 Know Your Product
- 5 Build Your Social Presence
- 6 Be Diligent About Prospecting
- 7 Prepare for the Discovery Meeting
- Interactive Exercise 1: Before the Sale
- DURING THE SALE
- 8 Make a Positive First Impression
- 9 Manage the Discovery Meeting
- 10 Communicate Your Solution Effectively
- 11 Learn the Art of Collaborative Selling
- 12 Close the Sale
- Interactive Exercise 2: During the Sale
- AFTER THE SALE
- 13 Set Up Accounts for Success
- 14 Analyze the Sales Process
- 15 Leverage the Account for Additional Opportunities
- Interactive Exercise 3: After the Sale
- PART III BEYOND THE ESSENTIALS
- 16 Dealing with Rejection
- 17 Protecting Your Mental Health
- 18 Embracing Your Career in Sales
- Sales Essentials Toolkit
- Exercise Answer Key
- Notes
- Index.
