The Handbook Of Selling

Author : Gary M. Grikscheit,Harold C. Cash,Clifford E. Young
Publisher : John Wiley & Sons
Page : 474 pages
File Size : 40,5 Mb
Release : 1993-03-22
Category : Business & Economics
ISBN : 0471600857

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The Handbook of Selling by Gary M. Grikscheit,Harold C. Cash,Clifford E. Young Pdf

Updated and revised to present a clear yet basic understanding of the objectives, ideas and tools needed to sell effectively. Focuses on developing managerial skills, analyzing customers' requirements and personalities to create dynamic strategies. Discusses ways of handling objections; breaks down closing techniques; explores group dynamics involved in selling to a committee rather than individuals. New features include application of computer, video-recording and playback technology to develop and measure key behaviors in the sales process.

Author : Anonim
Publisher : Academic Press
Page : 624 pages
File Size : 53,7 Mb
Release : 2011-08-31
Category : Business & Economics
ISBN : 9780123877253

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Handbook of Short Selling by Anonim Pdf

This comprehensive examination of short selling, which is a bet on stocks declining in value, explores the ways that this strategy drives financial markets. Its focus on short selling by region, its consideration of the history and regulations of short selling, and its mixture of industry and academic perspectives clarify the uses of short selling and dispel notions of its destructive implications. With contributions from around the world, this volume sheds new light on the ways short selling uncovers market forces and can yield profitable trades. Combines academic and professional research on short selling in all major financial markets Emphasizes details about strategies, implementations, regulation, and tax advantages Chapters provide summaries for readers who want up-to-date maps of subject landscapes

Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 55,7 Mb
Release : 2020-04-28
Category : Business & Economics
ISBN : 9781000111484

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SPIN® -Selling by Neil Rackham Pdf

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 42,6 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060

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The Psychology of Selling by Brian Tracy Pdf

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Author : Dave Brown
Publisher : Simon and Schuster
Page : 202 pages
File Size : 55,9 Mb
Release : 2023-08-01
Category : Business & Economics
ISBN : 9781637631805

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Servant Selling by Dave Brown Pdf

Servant Selling offers a better—more honest—sales approach that will allow you to close more deals and serve your customers’ needs. Will you walk away from a sale if it is not the best thing for your customer? Are you okay with losing a sale? As the top producer for an educational sales company, Dave Brown found himself wrestling with these questions during a summer of door-to-door sales. Then, one night, he found clarity: he could be fully honest and transparent and be the best at sales. In fact, being fully honest and transparent would make him the best at sales. In Servant Selling, Dave shares the tested and proven sales techniques he’s mastered over his career. His proven strategy works for every demographic and in every industry—even with people who know nothing about sales. He will: Prepare you to serve by explaining the key components of servant selling and the foundations necessary to achieve success. Help you understand the service and sales cycle by focusing on the sales skills you need. Show you how to create concrete systems and utilize game-changing time management strategies to scale your success. Even more importantly, Dave shares the heart and mindset that makes his philosophy so successful: the servant-selling approach. By prioritizing your customer’s needs, personality, preferences, and comfort above your sales goals, you will reach more people and make deeper, longer-lasting connections that will help you grow your business in an authentic and meaningful way.

Author : Zig Ziglar
Publisher : Thomas Nelson
Page : 368 pages
File Size : 49,6 Mb
Release : 2007-05-13
Category : Business & Economics
ISBN : 9781418514105

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Ziglar on Selling by Zig Ziglar Pdf

Want to be on top in your sales career? How do you succeed in the profession of selling?while also maintaining your sanity, avoiding ulcers and heart attacks, continuing in a good relationship with your spouse and children, meeting your financial obligations, and preparing for those "golden years,"?and still have a moment you can call your own? Zig Ziglar shows you how, sharing information, direction, inspiration, laughter, and tears that will help you make the necessary choices for a balanced life?personal and professional. Selling is a magnificently rewarding and exciting profession. It is, however, more than a career. It is a way of life?constantly changing and always demanding your best. In Ziglar on Selling, you'll discover the kind of person you are is the most essential facet in building a successful professional sales career. You've got to be before you can do. "I will see you at the top?in the world of selling."?Zig Ziglar

Author : Homer B. Smith
Publisher : Unknown
Page : 0 pages
File Size : 52,6 Mb
Release : 1988
Category : Selling
ISBN : OCLC:1153291279

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A Salesman's Guide to More Effective Selling by Homer B. Smith Pdf

Author : Charles B. Roth
Publisher : Unknown
Page : 351 pages
File Size : 46,6 Mb
Release : 1947
Category : Sales personnel
ISBN : LCCN:47004537

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The Handbook of Selling by Charles B. Roth Pdf

Author : R. H. Jarret
Publisher : Unknown
Page : 128 pages
File Size : 40,8 Mb
Release : 2020
Category : Self-Help
ISBN : 8835394708

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It Works! The Famous Little Red Book that Makes Your Dreams Come True... by R. H. Jarret Pdf

Author : Norval Abiel Hawkins
Publisher : Theclassics.Us
Page : 72 pages
File Size : 48,5 Mb
Release : 2013-09
Category : Electronic
ISBN : 1230297561

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The Selling Process; a Handbook of Salesmanship Principles by Norval Abiel Hawkins Pdf

This historic book may have numerous typos and missing text. Purchasers can usually download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1921 edition. Excerpt: ... CHAPTER II "THE MAN" Second Factor of the Selling Process T T 7H0 is this Man of Salesmanship we are to ordinary W consider? MaTerial. Is he you, or I, or the other fellow? He is none of us. He is the man each of us is capable of becoming, but has not yet made of himself. Making the biggest kind of a Man out of ordinary man materials is just a job of work, the work of a lifetime. There are three principal elements in every job of work--the materials, the tools, and the worker. Let us study these three principal elements of our job of making ourselves as big sales-Men as we are capable of becoming. We'll go through the Man-factory in which our respective lives are being Man-ufactured. We have lived close to it since we were born, but probably only a few of us have taken time before to make a personal inspection. It is strange how little we are acquainted with things we might easily be most familiar with. People travel from all over the world to see Niagara Falls, but a large proportion of the inhabitants of Buffalo have never viewed the great cataract. The raw materials from which sales-Men are made, we learn when we investigate the Manufacturing process from the beginning, are not what we had thought. The raw material of a sales-Man is just a baby! In the raw state about all there is to indicate that a salesman can be made from the material, is the kick and the "holler!" The other characteristics come into evidence later as results of the Man-ufacturing process. Probably you have heard it said that "A salesman is born." This is quite true. But he is born raw, the rawest kind of raw material. His birth is important, of course; yet not in the way some people think. It is essential that the baby be a human baby, with average physical...

Author : Allan Barmak
Publisher : iUniverse
Page : 128 pages
File Size : 41,8 Mb
Release : 2007-09-27
Category : Self-Help
ISBN : 9780595895922

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The Accidental Salesperson by Allan Barmak Pdf

Almost every situation you face in life is a sales situation. You started at a young age when you tried to negotiate with your parents for a later bedtime, and you are still selling today, whether intentionally or by accident. Did you ever trade baseball cards when you were a kid? That's sales. Did you ever negotiate with your friends as to which clothes Barbie got to wear? That's sales. The Accidental Salesperson not only teaches you how to identify sales interactions, but also walks you through the steps of the sales process to help you achieve success in the long run, regardless of whether you are an "accidental" or a professional salesperson. Whether you are closing a million-dollar deal or just trying to get your kids to eat their vegetables, top sales rep Allan Barmak outlines a few key elements you need: Identify your potential sales target Engage in dialogue to learn more about your prospect Negotiate Close the deal By following these simple steps, you can find the inner salesperson you never knew existed and lift your career to the next level.

Author : Peter Amis,Jackie Head
Publisher : Unknown
Page : 196 pages
File Size : 47,8 Mb
Release : 2008-09
Category : Business & Economics
ISBN : 1934747165

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The Selling Handbook by Peter Amis,Jackie Head Pdf

An essential book for anyone wishing to improve critical techniques and increase sales. This classic text first appeared as the Salesman's and the Saleswoman's Handbooks and has since received acclaim as a thorough and comprehensive guide to the business of selling. Now brought completely up to date and revised in the light of current thought and practice, The Selling Handbook will meet the needs of experienced and novice salespeople alike in offering sound advice and practical ideas for making a real success in the sales arena. Full of useable tips and techniques, together with illustrations, tables and worked examples, the book covers detailed practical guidance on: o researching the market and planning the call pattern o identifying and getting through to the real decision-makers o planning and implementing the opening position o presentation methods and skills - making the right impression o step by step negotiation o closing the sale.

Author : Jill Konrath
Publisher : Penguin
Page : 248 pages
File Size : 49,5 Mb
Release : 2010-05-27
Category : Business & Economics
ISBN : 9781101432952

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SNAP Selling by Jill Konrath Pdf

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.

Author : Grant Cardone
Publisher : Greenleaf Book Group
Page : 281 pages
File Size : 44,5 Mb
Release : 2011
Category : Business & Economics
ISBN : 9781608322909

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Sell Or Be Sold by Grant Cardone Pdf

Shows that knowing the principles of selling is a prerequisite for success of any kind, and explains how to put those principles to use. This title includes tools and techniques for mastering persuasion and closing the sale.

Author : David Hoffeld
Publisher : Penguin
Page : 288 pages
File Size : 51,6 Mb
Release : 2016-11-15
Category : Business & Economics
ISBN : 9781101993187

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The Science of Selling by David Hoffeld Pdf

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot