Utilizing sound academic research and solid business practices, the authors provide strategies for better anticipating client needs and prescribing solutions that build value over time. The professional edition of Selling ASAP includes numerous practical tips, such as how to behave during a sales call, what language to use or avoid, and how to complete a transaction and begin a profitable business relationship. In addition to covering the fundamentals, Selling ASAP offers innovative sales techniquesbacked by extensive researchfor the modern salesperson.
|Publisher:||Louisiana State University Press|
|Product dimensions:||6.20(w) x 9.30(h) x 0.90(d)|
About the Author
Larry Chonko is the Thomas McMahon Professor of Business Ethics at the University of Texas at Arlington. Dr. Chonko is the author or coauthor of fifteen books.
Fern Jones manages Eli Jones & Associates, Inc., a sales and marketing, executive education, and research firm; and Novewave, LLC, an innovative multimedia business solutions provider.
Carl Stevens has managed sales education and consulting projects across six continents and fifty-one countries for companies including Caterpillar, Dresser, DuPont, Ford Motors, IBM, Xerox, and many more.
Table of Contents
PART ONE. UNDERSTANDING THE SALES ENVIRONMENT ASAP. 1. Selling ASAP. 2. The Changing World of Sales. 3. Selling Ethically. 4. Servicing the Customer to Build Customer Lifetime Value. PART TWO. IMPLEMENTING THE SALES PROCESS ASAP. 5. Understanding Why Buyers Buy. 6. Preparation. 7. Attention. 8. Examination. 9. Prescription. 10. Conviction and Motivation. 11. Completion and Partnering. PART THREE. MASTERING SALES AGILITY ASAP. 12. Selling to Major Accounts. 13. Managing Yourself and Your Time. Knowledge-Building Case Study: Mediquip, S.S. Glossary. Index.