Roger (Wilson Learning Corporation) Wenschlag,
R Wenschlag
Versatile Salesperson – Selling the Way Your Customer Wants to Buy
Selling the Way Your Customer Wants to Buy
Paperback Engels 1989 9780471503798
Verwachte levertijd ongeveer 9 werkdagen
Samenvatting
This guide will help you develop your selling skills and increase sales. Shows how to acquire sales versatility and the ability to develop and maintain profitable, long–term business relationships. Highlights the selling preferences of several ?social styles,? helps you identify the social style of your buyers––quickly and accurately, and reveals how to adapt your selling behavior to make your buyer more comfortable.
Specificaties
ISBN13:9780471503798
Taal:Engels
Bindwijze:paperback
Aantal pagina's:216
Uitgever:John Wiley & Sons
Hoofdrubriek:Reclame en verkoop, Algemeen management
Lezersrecensies
Wees de eerste die een lezersrecensie schrijft!
Inhoudsopgave
Versatility: The Key to Competence in Selling.
<br />
<br /> Behavior: The Key to Social Styles.
<br />
<br /> The Analytical: ``Practical Suggestions Are What I Need.′′ The Driver: ``Show Me I Can Get Some Bottom–Line Results.′′ The Expressive: ``I Like Salespeople Who Are Competent, Imaginative.′′ The Amiable: ``Show Concern for Me and My Problems.′′ Ask–Assertive Backup Behavior: Flight.
<br />
<br /> Tell–Assertive Backup Behavior: Fight.
<br />
<br /> Strategies for Selling to Ask–Assertive Buyers.
<br />
<br /> Strategies for Selling to Tell–Assertive Buyers.
<br />
<br /> Versatility: How to Modify Your Style.
<br />
<br /> Appendix A: Impact on Social Style on Customers.
<br />
<br /> Appendix B: Social Style Identification.
<br />
<br /> Appendix C: Strategy for Selling.
<br />
<br /> Appendix D: Social Style Summary.
<br />
<br /> Appendix E: Sales Strategy Planning Sheet.
<br />
<br /> Index.
<br />
<br /> Behavior: The Key to Social Styles.
<br />
<br /> The Analytical: ``Practical Suggestions Are What I Need.′′ The Driver: ``Show Me I Can Get Some Bottom–Line Results.′′ The Expressive: ``I Like Salespeople Who Are Competent, Imaginative.′′ The Amiable: ``Show Concern for Me and My Problems.′′ Ask–Assertive Backup Behavior: Flight.
<br />
<br /> Tell–Assertive Backup Behavior: Fight.
<br />
<br /> Strategies for Selling to Ask–Assertive Buyers.
<br />
<br /> Strategies for Selling to Tell–Assertive Buyers.
<br />
<br /> Versatility: How to Modify Your Style.
<br />
<br /> Appendix A: Impact on Social Style on Customers.
<br />
<br /> Appendix B: Social Style Identification.
<br />
<br /> Appendix C: Strategy for Selling.
<br />
<br /> Appendix D: Social Style Summary.
<br />
<br /> Appendix E: Sales Strategy Planning Sheet.
<br />
<br /> Index.
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Rubrieken
- advisering
- algemeen management
- coaching en trainen
- communicatie en media
- economie
- financieel management
- inkoop en logistiek
- internet en social media
- it-management / ict
- juridisch
- leiderschap
- marketing
- mens en maatschappij
- non-profit
- ondernemen
- organisatiekunde
- personal finance
- personeelsmanagement
- persoonlijke effectiviteit
- projectmanagement
- psychologie
- reclame en verkoop
- strategisch management
- verandermanagement
- werk en loopbaan