The Business Of Selling

Overview

Drawn liberally from hundreds of sales seminars and cases throughout the world presented to thousands of salespeople selling countless tangible and intangible products and services, Dr. Anthony Alessandra and Jim Cathcart give you a lot of strategies and tactics for managing your accounts, your territory and yourselves.

This book is dedicated to making you a better and better salesperson. It provides all the information and techniques you need ...

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Overview

Drawn liberally from hundreds of sales seminars and cases throughout the world presented to thousands of salespeople selling countless tangible and intangible products and services, Dr. Anthony Alessandra and Jim Cathcart give you a lot of strategies and tactics for managing your accounts, your territory and yourselves.

This book is dedicated to making you a better and better salesperson. It provides all the information and techniques you need to run your selling career as a business--a highly successful, profitable, and ethical one.

The direct result of using this book will be not only increased sales, but also increased self-confidence, and increased client satisfaction with you, your company, and your products.

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Product Details

  • ISBN-13: 9780962516139
  • Publisher: Alessandra & Associates
  • Publication date: 12/1/1998
  • Pages: 220
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.50 (d)

Table of Contents

About Tony Alessandra xii
About Jim Cathcart xiii
Preface xv
1 Introduction: The Business Side of Selling 1
The Salesperson's Oath 5
Selling as a Long-Term Occupation 6
Is a Salesperson All You Will Ever Be? 7
2 Professionalism: It's Not What You Do ... It's How You Do It 9
Image 10
You Never Get a Second Chance 10
Trust 11
Idealism vs. Realism 11
Winning Traits 12
Your Attitude Is Showing
Flexibility
Sensitivity
Empathy
Maturity
Honesty and Ethics
Depth of Knowledge
Breadth of Knowledge or Idiot Savante?
Curiosity
Enthusiasm
Silent Messages
Humor or Did you bear the one about...?
Professionalism: Pride
3 Your Sales Career and Your Life 25
Balance 25
If You Don't Know Where You're Going 26
Goals Create Drive
Goals Affect Your Personality
The Three Percent Solution
Build Your Foundation 29
Self-Fulfilling Prophecies 30
Assumptions Dictate Behavior
Positive Thinking
Self-Confidence
Steppingstones to Greatness
The Filter
Self-Exploration 33
Brainstorming 41
The Session
Trial Run
Life Goals
Focusing In
Your Priorities
Rules of Goal Setting
Goal Worksheets
Visualizing: What You See is What You Get 63
The Visualization File
Role Models 64
Mentors 66
Role Playing 66
Behaviors to Change
Thoughts to Change
The Internal Actor
The Thought Diet 68
Rules of the Thought Diet
Primary Goal
Daily Growth Action Plan
Inspiration-Motivation
Having Your Cake ... And Eating It, Too!
4 Time Management 71
Efficient vs. Effective 72
The Time Log
Eliminating Time Wasters Setting Priorities 83
Using a "To Do" List
Keeping Records of Time Use
Procrastination 88
Handling Paperwork 90
Your Use of Down Time 91
Interruptions 91
The Telephone Interruption
The Call-Back System Outgoing Calls
Visitors 94
Relaxation and Stress Reduction 95
Change Your Bad Habits 96
5 Territory Management 99
The Marketing Plan 100
The Bird's Eye View 100
The Sales Planning Model
Situation Analysis 104
Company Knowledge 104
Product Knowledge 105
Market Analysis 107
Market Trends 109
Competition Analysis 109
Customer Information 112
Sources of Information/Prospects
Account Analysis 117
Account Classification 118
Account Profile 118
Cost Per Hour
Break-Even Sales Volume
Return on Time Invested
The Point of It All--Account Classification
Territory Problems and Opportunities 128
Territory Objectives
Territory Strategy
Alternatives to Personal Calls
Control 133
Standards of Performance
Data Collection and Record Keeping
Analysis of Records
Correction of Problems
The Five Commandments of Territory Management 140
6 Prospecting: The Sales Pipeline 141
The Cause and Avoidance of Sales Slumps 142
The Raw Materials for Your Pipeline 142
Sources of Prospects 144
Customers
Prospects
Company Leads
Friends and Social Contacts
Membership in Civic and Professional Organizations
Centers of Influence
Canvassing
Conventions and Trade Shows
Directories
Tip Clubs
Study Groups
Direct Mail
Direct Mail Techniques
Development of Effective Mailing
Follow-Up
Record Keeping 160
Newsletters 162
Seminars and Classes 162
Public Speaking 164
Personal Observation 164
Qualify Your Prospects 165
7 Promotional Strategies 169
Promotional Strategy 170
Advertising 172
Sales Promotion 175
Public Relations 176
Publicity 178
Your Promotional Strategy 181
8 Preparing for the Sales Call 185
Choosing Activities 187
Information Needed Before a Sales Call
What Are Your Call Objectives
Probing Questions to Uncover Needs
9 The Last Chapter--Where Do You Go from Here? 197
Make an Action Plan 199
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