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The sales advantage（销售的有利条件）书籍详细信息
- ISBN：074324432X
- 作者：暂无作者
- 出版社：暂无出版社
- 出版时间：2003-01
- 页数：283
- 价格：149.20
- 纸张：胶版纸
- 装帧：平装
- 开本：暂无开本
- 语言：未知
- 丛书：暂无丛书
- TAG：暂无
- 豆瓣评分：暂无豆瓣评分
内容简介：
Now, for the first time ever, the time-tested, proven techniques perfected by the world-famous Dale Carnegie® sales training program are available in book form.
The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.
Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did as recently as ten years ago is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. The book includes specific advice for each stage of the eleven-stage selling process, such as:
• How to find prospects from both existing and new accounts
• The importance of doing research before approaching potential customers
• How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
• How to reach the decision makers
• How to sell beyond questions of price
The cutting-edge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn real-world challenges into new opportunities.
The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.
书籍目录：
Preface
Introduction
CHAPTER 1 New Opportunities
Finding Prospects
CHAPTER 2 Pre-approach
Doing Our Homework
CHAPTER 3 InitialCommunication
Gaining the Prospect'sAttention
CHAPTER 4 TheInterview
Building Trust
CHAPTER 5 Opportunity Analysis
Determining Prospect Potential
CHAPTER 6 Solution Development
Giving Customers What They Want
CHAPTER 7 Solution Presentation
Sharing Our Recommendations
CHAPTER 8 Customer Evaluation
Moving Toward Commitment
CHAPTER 9 Negotiation
Finding Common Ground
CHAPTER 10 Commitment
Moving from Prospectto Customer
CHAPTER 11 Follow-up
Keeping Our Commitments
CHAPTER 12 Objections
Opportunities to Communicate
CHAPTER 13 The Biggest Sales Advantage
OurAttitude
Our Thanks
Index
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作者简介：
Dale Carnegie and Associates, Inc, has produced three giant international bestsellers -- How to Win Friends and Influence People, How to Stop Worrying and Start Living, and How to Enjoy Your Life and Your Job -- with more than thirty million copies sold to date. Their most recent bestseller is The Leader in You. More than twenty-five hundred people around the world enroll in Dale Carnegie courses each week, adding to the five million people who have graduated from the world-famous self-improvement and training programs.
书籍介绍
According to the business sages at Dale Carnegie & Associates, Inc., sales make the world go round. That’s a bold statement, but when you consider that a driver for an international freight company may not have a job if a salesperson hasn’t sold the products being delivered, or that an aerospace engineer wouldn’t have anything to do if an account executive hadn’t secured a contract for commercial jets, it makes pretty good sense. In this snappy guide to making winning transactions, the organization behind the colossal bestseller How to Win Friends and Influence People explains the ins and outs of finding prospects, getting their attention, building trust, giving customers what they want, negotiating, handling objections and securing the sale. The suggestions range from the practical (e.g., make sure the audiovisual equipment works before giving a sales presentation) to the psychological (e.g., figure out the customer’s emotional motive for buying something); taken together, they make for a good primer for novices and a perfect refresher for old hands.
Copyright 2003 Reed Business Information, Inc. --This text refers to the Hardcover edition.
Salespeople are always looking for ways to overcome objections and close more deals, but all good salespeople know there is no magic formula to achieve this. The authors tell us that, like playing an instrument, selling is hard and unpleasant at first, but with practice it can become easy and even enjoyable. This highly readable guide for creating better long-term relationships with customers comes from the same group that produced the best-seller The Leader in You: How to Win Friends, Influence People, and Succeed in a Changing World (1993). They take you through the process step-by-step, from prospecting to preparing for initial contact, getting through the "gatekeepers" to reach the decision makers, using proper etiquette for phone and in-person presentations, to selling beyond questions of price. Tips include avoiding cliche "danger words," such as best, largest, or highest quality, unless you can back them up with facts and evidence. There are sections covering different styles and showmanship, interpreting and using body language to your advantage, knowing when it's time to walk away from a sale, and overcoming objections by validating your customer's concerns. David Siegfried
Copyright © American Library Association. All rights reserved --This text refers to the Hardcover edition.
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