LEADER 00000cam 22005054i 4500
001 ocm56476682
003 OCoLC
005 20160518075127.9
006 m o d
007 cr cnu|||unuuu
008 040909s2004 nyua ob 001 0 eng d
019 243594323
020 0814428118|q(electronic bk.)
020 9780814428115|q(electronic bk.)
035 (OCoLC)56476682|z(OCoLC)243594323
040 N$T|beng|epn|erda|cN$T|dOCLCQ|dYDXCP|dOCLCQ|dOCLCO|dOCLCQ
|dOCLCF|dP4I|dNLGGC|dOCLCQ|dSFB|dCOO|dB24X7|dOCLCQ
049 GTKE
050 4 HF5438.25|b.A95 2004eb
082 04 658.85|222
100 1 Azar, Brian.
245 10 Your successful sales career /|cBrian Azar, with Len
Foley.
264 1 New York :|bAMACOM, American Management Association,
|c[2004]
264 4 |c©2004
300 1 online resource (xiii, 224 pages) :|billustrations
336 text|btxt|2rdacontent
337 computer|bc|2rdamedia
338 online resource|bcr|2rdacarrier
500 Includes index.
504 Includes bibliographical references and index.
505 0 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.
520 8 Annotation|bBecoming truly successful in sales involves a
journey. Along the way, sales professionals must confront
challenges involving attitudes, perceptions, and mental
barriers as they learn how to work with clients and manage
their own careers. Your Successful Sales Career is a one-
of-a-kind manual for rookies and seasoned sales pros
alike. This powerful career-enhancer offers exercises,
scenarios, and techniques that will help salespeople rise
to the top of their profession. Readers will learn: * 25
strategies for sales success * Why it's important to
concentrate more on "why people buy," than "how to sell" *
How to take the pressure off during a sales call, and why
you should never begin a sales call with a presentation *
And how to use the author's foolproof method for
establishing trust and communicating with prospects Along
the way, readers will uncover information about themselves
that will help them fine-tune the techniques and
incorporate them into their current sales practices. In
the end, the reader will have everything necessary to
become a master of the art of salesmanship.
520 8 Annotation|bAlong the way, readers will uncover
information about themselves that will help them fine-tune
the techniques and incorporate them into their current
sales practices. In the end, the reader will have
everything necessary to become a master of the art of
salesmanship.
588 0 Print version record.
650 0 Selling.
650 0 Customer relations.
650 7 BUSINESS & ECONOMICS|xMarketing|xGeneral.|2bisacsh
650 7 BUSINESS & ECONOMICS|xDistribution.|2bisacsh
650 7 Customer relations.|2fast|0(OCoLC)fst00885533
650 7 Selling.|2fast|0(OCoLC)fst01111969
700 1 Foley, Len.
776 08 |iPrint version:|aAzar, Brian.|tYour successful sales
career.|dNew York : AMACOM, American Management
Association, ©2004|z0814408257|w(DLC) 2004010292
|w(OCoLC)55097967
914 ocm56476682
994 93|bGTK
