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Selling by Phone: How to Reach and Sell to Customers in the Nineties

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Selling by Phone: How to Reach and Sell to Customers in the Nineties Cover

 

Synopses & Reviews

Publisher Comments:

Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key results--dramatically higher sales and stronger customer relationships--regardless of the product or service being sold.

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Table of Contents

Part I: Opening.Client Needs.Positioning Product/Idea.Objections and Resolutions of Objections.Closing/Action Step.Follow-Up.Part II: The Six Critical Skills.Presence.Relating.Questioning.Listening.Positioning Product.Checking.How the Six Critical Skills Work Together.Part III: Preparing for the Telephone Sales Call.A Basic Telephone Selling System.Telephone or Face-to-Face? Getting to the Decison Makers.Telephone Call Formatting.Part IV: Prospecting.Getting the Appointment.Part V: Special Situations.Special Telephone Situations.General Office Telephone Etiquette.Final Tips for Telephone Selling.

Product Details

ISBN:
9780070523760
Author:
Richardson, Linda
Publisher:
McGraw-Hill
Author:
Richardson Linda
Subject:
Business
Subject:
Marketing - General
Subject:
Marketing - Multilevel
Subject:
Telephone selling
Subject:
Marketing - Telemarketing
Subject:
Objections,Positioning Product/Idea,Selling,Follow-Up,Closing/Action,Resolutions,Client Needs,Opening,Nineties,Customers,Sell,Critical Skills
Subject:
Business;Marketing
Copyright:
Edition Number:
1
Publication Date:
December 1994
Binding:
TRADE PAPER
Grade Level:
Professional and scholarly
Language:
English
Pages:
288
Dimensions:
8.99x5.96x.78 in. .94 lbs.

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Related Subjects

Business » Marketing
Business » Sales
Engineering » Mechanical Engineering » General
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