Pub. Date:
McGraw-Hill Companies, The
AMA Handbook for Successful Selling / Edition 1

AMA Handbook for Successful Selling / Edition 1


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AMA Handbook for Successful Selling / Edition 1

Students gain insight from the real-world expertise of a successful sales management trainer and previous top producer at Coca-Cola Co. Short, easy-to-read chapters make mastering sales fundamentals easier. Sample dialogues show each technique in action, while case histories demonstrate the results. Students get a fascinating look at what makes a top salesperson.

    * Provides practical examples of professional selling. * Explains how to identify and develop prospects. * Teaches readers how to hone their basic communication skills.

Product Details

ISBN-13: 9780844235912
Publisher: McGraw-Hill Companies, The
Publication date: 01/28/1994
Pages: 256
Product dimensions: 6.00(w) x 8.98(h) x 0.61(d)

Table of Contents

1. What is Professional Salesmanship? 2. You Are the Most Important Product of All 3. Learn the Basics for Effective Communication 4. How Do You Determine Your Prospect? 5. A Sales Call Is a Performance 6. Enhance Your Power Position in the Selling Situation 7. Objections Are Your Friends 8. Closing Is the Final Boost

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AMA Handbook for Successful Selling 4 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
In my pursuit to train over 100 reluctant salespersons (military recruiters) by myself, I routinely use this reference guide to stay focused on the basics. This book reads easily and is not full of a bunch of mumbo jumbo motivational junk. Just plain talking advice that works. 'Focus on Activity not results' is my battle cry! would have given 5 stars but I am saving that one for my book one day.