Wiley Pathways Selling: Building Relationships and Achieving Results / Edition 1

Wiley Pathways Selling: Building Relationships and Achieving Results / Edition 1

by Hopkins, Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo
     
 

You can get there

Where do you want to go? You might already be working in the sales field and may be looking to expand your skills. You might be setting out on a new career path. Or, you might want to learn more about exciting opportunities as a salesperson.

Wherever you want to go, Wiley Pathways Selling will help you get there.

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Overview

You can get there

Where do you want to go? You might already be working in the sales field and may be looking to expand your skills. You might be setting out on a new career path. Or, you might want to learn more about exciting opportunities as a salesperson.

Wherever you want to go, Wiley Pathways Selling will help you get there. Easy-to-read, practical, and up-to-date, this text not only helps you learn fundamental sales skills; it also helps you master the core competencies and skills you need to succeed in the classroom and in the real world. The book’s brief, modular format and variety of built-in learning resources enable you to learn at your own pace and focus your studies.

With this book, you will be able to:

  • Understand buyer behavior and how to uncover the needs and wants of customers.
  • Communicate effectively and build a relationship with your buyer.
  • Prospect for and qualify new customers.
  • Plan for a sales call, including digging up needed information, developing an effective marketing strategy, and clarifying your sales presentation objectives.
  • Ace the sales call—get the appointment and make a positive impression.
  • Respond to objections and negotiate buyer concerns and problems.
  • Close the sale—know the techniques that help you help your customer make the right decision, seal the deal, and counter common stalling tactics.
  • Build and strengthen your partnership with your customer after the sale.
  • Manage your time and your territory effectively.
  • Recruit, manage, and train others, as you advance in your career.

Wiley Pathways helps you achieve your goals

When it comes to learning about business, not every student is on the same path, but every student wants to succeed. The business series in the new Wiley Pathways imprint helps you achieve your goals. The books in this series––Marketing, Business Communication, Finance, Business Math, Real Estate, Small Business Management, Supervision, Project Management, Selling, and Personal Finance—offer a coordinated curriculum for learning business. Learn more at www.wiley.com/go/pathways.

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Product Details

ISBN-13:
9780470111253
Publisher:
Wiley
Publication date:
03/05/2007
Series:
Wiley Pathways Series
Edition description:
New Edition
Pages:
360
Product dimensions:
7.38(w) x 9.13(h) x 0.78(d)

Related Subjects

Table of Contents

Part I: The Art of Selling 1

1. The Life and Career of a Professional Salesperson 1

2. Ethical and Legal Issues in Selling 23

Part II: Preparing for the Sale 45

3. Why People Buy 45

4. Communication Skills for Relationship Building 65

5. Prospecting 93

6. Planning a Sales Call 124

Part III: The Selling Process 146

7. Making a Sales Call 146

8. Elements of a Great Sales Presentation 164

9. Responding to Objections 187

10. Closing a Sale 204

11. After the Sale: Service to Build a Partnership 223

Part VI: Managing Yourself and Your Career 241

12. Time and Territory Management: Keys to Success 241

13. Managing and Training Others 263

Endnotes 295

Glossary 301

Index 312

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