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Selling ASAP : Art, Science, Agility, Performance [electronic resource]
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| 자료유형 | E-Book |
|---|---|
| 개인저자 | Jones, Eli. Chonko, Larry. |
| 서명/저자사항 | Selling ASAP[electronic resource] :Art, Science, Agility, Performance. |
| 발행사항 | Baton Rouge : LSU Press, 2012. |
| 형태사항 | 1 online resource (214 p.) |
| ISBN | 9780807144282 (electronic bk.) 0807144282 (electronic bk.) |
| 내용주기 | 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. 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. 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. |
| 요약 | 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. |
| 일반주제명 | Business. Selling. Sales management. BUSINESS & ECONOMICS / Distribution. BUSINESS & ECONOMICS / Marketing / General. Sales management. Selling. |
| 언어 | 영어 |
| 기타형태 저록 | Print version:Jones, EliSelling ASAP : Art, Science, Agility, PerformanceBaton Rouge : LSU Press, c20129780807144275 |
| 대출바로가기 | http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=439131 |
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| 1 | WE00002152 | 658.85 | 가야대학교/전자책서버(컴퓨터서버)/ | 대출가능 |
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