| LDR | | 03834cmm uu200505Mi 4500 |
| 001 | | 000000301232 |
| 003 | | OCoLC |
| 005 | | 20230519142637 |
| 006 | | m o d |
| 007 | | cr |n| |
| 008 | | 120326s2012 lau o 000 0 eng d |
| 020 | |
▼a 9780807144282 (electronic bk.) |
| 020 | |
▼a 0807144282 (electronic bk.) |
| 035 | |
▼a (OCoLC)781615065 |
| 040 | |
▼a EBLCP
▼b eng
▼c EBLCP
▼d OCLCQ
▼d N$T
▼d YDXCP
▼d OCLCQ
▼d OCLCF
▼d 248032 |
| 049 | |
▼a K4RA |
| 050 | 4 |
▼a HF5438.25 .J658 2012 |
| 072 | 7 |
▼a BUS
▼x 078000
▼2 bisacsh |
| 072 | 7 |
▼a BUS
▼x 043000
▼2 bisacsh |
| 082 | 04 |
▼a 658.85 |
| 100 | 1 |
▼a Jones, Eli. |
| 245 | 10 |
▼a Selling ASAP
▼h [electronic resource] :
▼b Art, Science, Agility, Performance. |
| 260 | |
▼a Baton Rouge :
▼b LSU Press,
▼c 2012. |
| 300 | |
▼a 1 online resource (214 p.) |
| 505 | 0 |
▼a Cover; Contents; Foreword; 1. Selling ASAP; What Is Selling ASAP?; What Do You Need to Succeed in Sales?; 2. Understanding How Buyers Buy; Uncovering Needs and Wants; Motivation; Need Arousal; Arousal-Seeking Buying Behavior; Adaptive Selling; Perceived Risk; Selling to Prospects' Needs and Wants; 3. Preparation; The Preparation Step; Obtaining Knowledge--The Preapproach; Organizational Buying; Identifying the Prospect; Qualifying the Prospect; 4. Attention; The Attention Step; Getting the Appointment; The First Impression; Opening the Presentation; Attention-Getters; 5. Examination. |
| 505 | 8 |
▼a The Examination StepThe Dominant Buying Urge; A Structure for Examining; Questioning Techniques; Listening; Nonverbal Communication; 6. Prescription; The Prescription Step; The Importance of Communication in Prescribing Solutions; Preparation for Prescription; Making a Convincing Presentation; Persuading Prospects to Buy What Is Prescribed; Moving toward Purchase; 7. Conviction and Motivation; The Conviction and Motivation Steps; Conviction Conveys Value; Gaining Conviction; Structuring a Complete Unit of Conviction; Handling Objections; Negotiation; Motivational Selling. |
| 505 | 8 |
▼a A Complete Unit of Motivation in ActionTrial Close Again; 8. Completion and Partnering; The Completion and Partnering Steps; A Closing Mentality; Traditional Closing Techniques; A Completion Mentality; A Partnering Mentality; Notes; Author Biographies; Index; A; B; C; D; E; F; G; H; I; K; L; M; N; O; P; Q; R; S; T; U; V; W; Z. |
| 520 | |
▼a Selling ASAP: Art, Science, Agility, and Performance offers a unique approach to professional selling. This new text focuses on the importance of viewing a sale not as a one-time encounter but as an opportunity to build a lifetime, mutually beneficial relationship with the customer. In addition to the traditional coverage of the selling process, Selling ASAP includes unique content on processes and techniques of selling. Real-world examples, testimonials from successful sales professionals, and a focus on the latest technology available to today's salesperson round out the discussions in the t. |
| 588 | |
▼a Description based on print version record. |
| 650 | 4 |
▼a Business. |
| 650 | 0 |
▼a Selling. |
| 650 | 0 |
▼a Sales management. |
| 650 | 7 |
▼a BUSINESS & ECONOMICS / Distribution.
▼2 bisacsh |
| 650 | 7 |
▼a BUSINESS & ECONOMICS / Marketing / General.
▼2 bisacsh |
| 650 | 7 |
▼a Sales management.
▼2 fast
▼0 (OCoLC)fst01103833 |
| 650 | 7 |
▼a Selling.
▼2 fast
▼0 (OCoLC)fst01111969 |
| 655 | 4 |
▼a Electronic books. |
| 700 | 1 |
▼a Chonko, Larry. |
| 776 | 08 |
▼i Print version:
▼a Jones, Eli
▼t Selling ASAP : Art, Science, Agility, Performance
▼d Baton Rouge : LSU Press, c2012
▼z 9780807144275 |
| 856 | 40 |
▼3 EBSCOhost
▼u http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=439131 |
| 938 | |
▼a EBL - Ebook Library
▼b EBLB
▼n EBL876363 |
| 938 | |
▼a YBP Library Services
▼b YANK
▼n 7551737 |
| 938 | |
▼a EBSCOhost
▼b EBSC
▼n 439131 |
| 990 | |
▼a 관리자 |
| 994 | |
▼a 92
▼b K4R |