ISBN-10:
0807144274
ISBN-13:
9780807144275
Pub. Date:
03/05/2012
Publisher:
Louisiana State University Press
Selling ASAP: Art, Science, Agility, Performance / Edition 1

Selling ASAP: Art, Science, Agility, Performance / Edition 1

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Product Details

ISBN-13: 9780807144275
Publisher: Louisiana State University Press
Publication date: 03/05/2012
Edition description: Profession
Pages: 216
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.

Eli Jones is dean of Louisiana State University's E. J. Ourso College of Business and the E. J. Ourso Distinguished Professor of Business. Before becoming a professor, he worked in sales and sales management for three Fortune 100 companies. Dr. Jones has designed and taught corporate sales and sales management training courses around the world.

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.

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Selling ASAP: Art, Science, Agility, Performance 3 out of 5 based on 0 ratings. 1 reviews.
Anonymous More than 1 year ago
"What in the name of StarClan are you doing???" Fernwhisker and Cloudear stopped dead in their tracks to see Dogclaw staring at them. Fernwhisker and Cloudear thought that he was the kind of cat to understand. "OK, we'll tell you if you promise not to tell anyone else," Cloudear said, his voice edged in dout. "I won't tell anyone. Just tell me what your up to this instant," Dogclaw demanded. "Alright, we'll tell you," Fernwhisker responded. Cloudear held his breath, bracing to be scolded at. "We're off to kill Brambleblood." "Count me in!" Dogclaw meowed. "Tht pesky peice of crow-food is going to kill all four of the clans if no one puts a stop to it." Cloudear let his breath out, relieved. "OK, so we need a plan," said Fernwhisker. "I'll follow the scent. Whatever smells dangerous, I'll track it down. You two have to follow me, and always look up," Fernwhisker ordered. When I have found the Death Tree, Cloudear, you're a great jumper and climber. So you have to climb the tree. Once you see a bramble bush, try and push it off the tree. Then, Dogclaw, you are fierce. So, Brambleblood should be in the bush that Cloudear would knock down. Brambleblood's weakness is the ground, so it would be easy for you to kill him. Let's get going." So they group of cats left camp and headed for ChaosClan territory. Following Fernwhisker's orders, they walked cautiously. Then, a voice mewed from somewhere in a tree. "Hello, tresspassers," its evil voice said.