Your Successful SalesCareer : Powerful Techniques to Help You Fly Higher in Your Sales Career - Brian Azar; Len Foley (New York, NY: American Management Association, 2004)
Introduction -- Getting started -- Discovering the salesperson within -- Creating a "go" plan of action -- Finding the right job -- Getting started on the job -- Say goodbye to the old game of sales -- Getting there--the 10-step interview for sales success -- Step 1-pre-call planning -- Step 2-establishing rapport -- Step 3-finding the pain -- Step 4-budget, terms, and conditions -- Step 5-finding the decision maker -- Step 6-the review -- Step 7-the presentation -- Step 8-the reinforcement -- Step 9-the close -- Step 10-after the sale -- Staying on top -- Why sales careers plateau -- Optimize your time with client categories -- Marketing strategies for selling professionals
Includes index
Keywords: Selling; Customer relations