Selling in the New World of Business / Edition 1

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Selling in the New World of Business presents a practical look at how technology has changed the way we sell and changes an outside sales professional has to make to stay on top. This book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in today's highly competitive business environment. It will show you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and negotiate a sales relationship that works instead of just haggling over terms and conditions.
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What People Are Saying

Fred J. Lewis
YOU CAN'T MAKE TOMORROW'S SALES WITH YESTERDAY'S SKILLS! This book gives you a step-by-step process to make the transition from salesperson to strategic partner with your key customers. It's A MUST-READ for everyone who wants to develop business-building ideas and add value for their company and clients.
Author of Selecting Stars—The Handbook for Hiring Success
Charles "Chuck" Howard
EASY TO READ, WELL ORGANIZED, AND PACKED WITH IDEAS and recommendations that will help anyone increase their sales effectiveness and develop a rich portfolio of repeat customers and referrals. I HIGHLY RECOMMEND THIS BOOK for anyone who wants to improve his or her success in business, and I only hope my competition never finds it. . . . Focuses on how we as salespeople need to change to be successful and take advantage of the new environment we live in. . . . Reveals the art of professional selling versus the old methods of the unethical, stereotypical 'snake oil' salesman.
MBA, Executive District Sales Manager, AstraZeneca Pharmaceuticals
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Product Details

  • ISBN-13: 9780789022721
  • Publisher: Taylor & Francis
  • Publication date: 8/28/2004
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 252
  • Product dimensions: 6.00 (w) x 8.20 (h) x 0.70 (d)

Table of Contents

Chapter 1 Building Your Foundation
Concept 1 The New Age Willy Loman
Concept 2 Everything Is the Same, Only Different
Concept 3 Being a Supplier, or Being a Partner
Concept 4 Know What You Need to Know and Where to Get It
Concept 5 Evaluate Your Company and the Company You Keep

Chapter 2 Yesterday’s Good Habits Are Today’s Time Wasters: Time and
Territory Management
Concept 1 Some Things Never Change
Concept 2 Carefully Assess What You’re Doing Now and How You’re Doing It
Concept 3 Running with Technology or Running in Place
Concept 4 The Dynamic Day—Getting Twice As Much Done in Half the Time
Concept 5 What’s for Lunch and Dinner? New Perspectives on Wining and

Chapter 3 Prerequisites to Getting in the Game: Effective Personal and
Professional Communication
Concept 1 Establish a Solid Foundation of Effective Communication Basics
Concept 2 Relationships Are the Key to Success in Selling
Concept 3 Nonverbals Speak More Loudly Than Words
Concept 4 Emerging Issues for Communicating in the New World of Business

Chapter 4 Networking and Prospecting: Developing Professional Relationships
and Strategic Alliances
Concept 1 Prospecting Is Still Your Most Important Activity
Concept 2 The Old Watering Holes Just Ain’t What They Used To Be
Concept 3 New Perspectives on Networking and Prospecting
Concept 4 Getting the Appointment: Convincing Prospects to See You in

Chapter 5 The Professional Presentation: Making It Effective
Concept 1 Be Prepared
Concept 2 Set the Agenda
Concept 3 Don’t Present to Prospects—Get Them to Present to You
Concept 4 Use Technology to Enhance Your Performance
Concept 5 The Close Is Just the Beginning, Not the End

Chapter 6 Objections Have Not Gone Out of Style: Dealing with Objections,
Barriers, and Other Impediments
Concept 1 Listen, Ask Questions, and Listen Some More
Concept 2 Unearth and Handle all Visceral Objections First
Concept 3 Close on Every Content-Based Objection
Concept 4 After Dealing With the Objection, Get Back in Step

Chapter 7 Closing Is Not the Final Chapter: Achieving Agreement in
Concept 1 Master the Basic Closing Skills and Techniques
Concept 2 Closing on Relationship
Concept 3 What Motivates Prospects to Buy
Concept 4 Provide a Compelling Reason for Prospects to Act Now

Chapter 8 Negotiating the Partnership: Reaching Agreement on Points, Terms,
and Conditions
Concept 1 The Essence of Power and Leverage
Concept 2 Tools of the Trade—Tactics and Countermeasures
Concept 3 A Strategic Approach to Negotiation
Concept 4 Innovative Approaches for the New World of Business


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