Teach Yourself: The Ultimate Sales Book

Editor/Author Harvey, Christine, Stewart, Grant and Fleming, Peter et.al
Publication Year: 2018
Publisher: Hodder & Stoughton

Price: Core Collection Only
ISBN: 978-1-47-368402-7
Category: Business, Finance & Economics - Business
Image Count: 38
Book Status: Available
Table of Contents

The Ultimate Sales Book gives you everything you need to succeed in sales and account management. It is a dynamic collection of essential skills covering the topics that will help you make a seismic impact upon your performance - faster than you ever thought possible.

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Table of Contents

  • Part 1: Your Successful Selling Masterclass
  • Introduction
  • Jump-start your success formula
  • Develop product and service expertise
  • Grasp the buying motives
  • Conquer objections: turn them to your advantage
  • Master successful presentations and closings
  • Create action-provoking systems
  • Implement motivation and support systems
  • 7 × 7
  • Part 2: Your Successful Key Account Management Masterclass
  • Introduction
  • Know your customer
  • Analyse your growth opportunities
  • Measure profits by account
  • Plan for success
  • Negotiate to win/win
  • Control activity levels
  • Manage relationships
  • 7 × 7
  • Part 3: Your Negotiation Skills Masterclass
  • Introduction
  • Creating the right environment
  • Researching your objectives
  • People and places
  • Breaking the ice
  • The agenda
  • Conclude the deal
  • Learning from your experiences
  • 7 × 7
  • Part 4: Your Successful Customer Care Masterclass
  • Introduction
  • Customer care is more than just saying ‘Have a nice day’
  • How do you measure up?
  • How do your customers think you measure up?
  • Deliver more than your customers expect
  • Excellence in communication
  • Attitude is everything
  • Plan to excel
  • Surviving in tough times
  • Further reading
  • Answers