WorkLife: Understand Selling 工作生活：自我表现篇 免费 下载 115盘 pdf txt mobi caj lit

No business can succeed without effective salespeople. Understanding professional salesmanship is, therefore, a key competency not only for front-line salespeople, but for anyone whose job in any way affects the most important asset any organization has - its customers.

Professional sellers understand the necessity of making an excellent first impression. They know that a feature of their product only helps to make a sale if the customer can see how it will benefit them. And they understand each stage of the sales process, from the basics of questioning and listening to leading a customer towards saying "Yes, please - I’ll buy it." So, whether your customer is someone in a dress shop, a highly skilled buyer in a multi-national, an entire board committee, or a middle manager controlling a budget, you need to develop the selling skills that will make more profitable sales quickly.

1 Prepare For Your Customers

　Understand the Sales Relationship

Make a Good First Impression

　Communicate Persuasively

　Identify Customer Benefits

2 Find Your Customers

　Know Your Market

　Get Organized

　The Sales Forecast

　Find Your Prospects

　Develop Your Sales Pipeline

3 Manage The Sales Process

　Define the Sales Process

　Plan the Initial Sales Call

　Open the Sale

　Qualify Your Prospects

　Complete the Opening Call

　Build the Sale

　Make Your Proposal

　Present Your Solution

　Negotiate the Best Terms

　Clinch the Deal

　Protect Your Time

4 Deliver Customer

　Satisfaction

　Put the Customer First

　Satisfy Your Customers

　Satisfy Your Retail Customers

　Offer a First-Class Service

5 Manage Your

　Key Accounts

　Focus on Your

　Best Customers

　Build Your Account Team

　The Key Account Process

　Critical Success Factors

　Write Your Key Account Plan

　Complete Your Key Account Plan

Index

Acknowledgments

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Whatever you are selling, find out how good preparation, customer focus and effective interaction will enable you to make a sale.Practical techniques, effective tips, five-minute fixes and case studies equip you to succeed in the real world.Set your goals and check your progress with self-assessment exercises.

书籍介绍

Develop your personal skills by understanding how to sell effectively, with strategies to ensure success. This book includes the basics of selling from preparation through to managing a team, with 5-minute fixes and high-impact techniques plus a simple self-assessment exercise to help monitor progress. You can follow as a complete course, or dip in and out of topics of particular interest. Being pocket-sized, you can take it wherever life takes you.