Professional Selling in the 21st Century: 7 Ways, 7 Times...
Kendall/Hunt Publishing Co ,U.S.
978-1-7924-0852-6 (ISBN)
- Titel nicht im Sortiment
- Artikel merken
Selling principles permeate throughout our daily lives….Every job interview, relationship, team, or club one tries out for requires putting best sales skills and behaviour forward.
Professional Selling in the 21st Century: 7 Ways, 7 Times by John Dietrich and Cary Nichols not only demonstrates how readers can put concepts into practice, but examines how sales applies to ALL of our personal and professional lives as well.Based on the authors' 40+ years of sales and education experience, Professional Selling in the 21st Century: 7 Ways, 7 Times:
Is Practical! The publication not only discusses the concepts, but presents a variety of ways to practice the behaviors right now – today!
Is Logical! To meet the structure of a typical undergraduate course, the text is divided into three categories: 1) Fundamentals of Building Relationships; 2) Targeting Your Audience and Positioning; and 3) Closing the Deal.
Challenges Readers! Each chapter includes a case study or homework assignment to spark classroom discussion and encourage readers to take and defend a position with specific reasoning, intellect, and problem-solving skills.
Foreword
Preface
About the Authors
Part One: Fundamentals of Building Relationships
Chapter 1 Trust and Relatability
Chapter Objectives
Trust
Ethical Dilemma
Levels of Trust
Introduction on Relatability
Ways to Become Relatable and Likeable
Case Discussion
How to Prepare
Chapter Summary
Reference
Homework
Chapter 2 Listening
Chapter Objectives
Listening
Ethical Dilemma
Five Ways to Improve Listening Skills
Chapter Summary
References
Homework
Chapter 3 Sales Etiquette
Chapter Objectives
Sales Etiquette
Five Ways to Improve Your Sales Etiquette
Ethical Dilemma
Chapter Summary
References
Homework
Part Two: Targeting Your Audience and Positioning
Chapter 4 Networking and Prospecting
Chapter Objectives
Networking and Prospecting
Two Suggestions to Factor into Networking and Prospecting
Five Ways to Network or Prospect
Value Proposition
Ethical Dilemma
The Referral: Be "The Connector"
Chapter Summary
References
Homework
Chapter 5 Effective Communications
Chapter Objectives
Five Ways to Communicate More Effectively
Five Tips for Communicating UP
Five Tips for Communicating DOWN
Ethical Dilemma
Non-Verbal Communication
Chapter Summary
References
Homework
Chapter 6 Knowing Your Customers
Chapter Objectives
Knowing Your Customers
Five Ways to Get to Know Your Customers
Five Ways You Can Research the Industry
Ethical Dilemma
Chapter Summary
References
Homework
Part Three: Closing the Deal
Chapter 7 Overcoming Objection
Chapter Objectives
Why Prospects and Customers Object
Four Common Reasons People Object to Purchasing a Product or a Service
Two Suggested Methods of Addressing a Timing Objection
Ethical Dilemma
Chapter Summary
References
Homework
Chapter 8 Positioning
Chapter Objectives
Positioning
Five Specific Techniques to Improve Your Position with Prospects and Clients
Ethical Dilemma
Chapter Summary
References
Homework
Chapter 9 Closing the Deal
Chapter Objectives
Closing the Deal
Six Ways to Improve Your Ability to Close the Deal
Ethical Dilemma
Negotiations
Chapter Summary
References
Homework
Chapter 10 Clients for Life
Chapter Objectives
Client Retention
Five Ways to Retain Customers
Ethical Dilemma
Chapter Summary
References
Homework
Chapter 11 What's Next . . . for the Sales Professional
Chapter Objectives
Four Ways You Can Work on Your Leadership Skills and Rise up through Maxwell's 5 Levels of Leadership
Three Ways You Can Seek Leadership Development Opportunities
Suggested Reading
Chapter Summary
References
Homework
Appendix Bonus—Expert Advice on Regional and National Sales Tournaments
Index
| Erscheint lt. Verlag | 25.10.2019 |
|---|---|
| Verlagsort | Iowa |
| Sprache | englisch |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 1-7924-0852-8 / 1792408528 |
| ISBN-13 | 978-1-7924-0852-6 / 9781792408526 |
| Zustand | Neuware |
| Haben Sie eine Frage zum Produkt? |
aus dem Bereich
