| Document Type
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BL
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| Record Number
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1003878
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| Doc. No
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b758248
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| Main Entry
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Denny, Richard,1944-
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| Title & Author
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Selling to win /\ Richard Denny.
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| Edition Statement
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3rd ed.
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| Publication Statement
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London ;Philadelphia :: Kogan Page,, 2009.
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| Page. NO
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1 online resource (xii, 201 pages) :: illustrations
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| ISBN
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0749458380
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: 9780749458386
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9780749456436
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| Contents
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Copyright; Table of contents; About the author; Preface; Introduction; Ch 1 Selling in Perspective; Ch 2 Planning to Win; Ch 3 The Vital Ingredient; Ch 4 Finding the Time; Ch 5 Finding the Business; Ch 6 Getting the Appointment; Ch 7 The Rules of Professional Selling; Ch 8 The Sales Presentation; Ch 9 Closing the Sale; Ch 10 The Principles of Professionalism; Ch 11 Giving Real Service; Ch 12 Handling Objections; Ch 13 Negotiation; Ch 14 Letter Writing; Ch 15 Body Language; Ch 16 Avoiding the Negative; Ch 17 Don't Quit.
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| Abstract
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Selling to Win is full of sales tips and practical advice such as how to: get a sale when you are not the cheapest, turn your customer into an ambassador, build a positive attitude that gets results, beat the competition and close a sale. Widely recognized as one of the most effective and powerful sales-improvement guides, Selling to Win has helped thousands of people improve their selling skills.
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| Subject
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Selling.
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| Subject
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BUSINESS ECONOMICS-- Distribution.
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| Subject
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BUSINESS ECONOMICS-- Marketing-- General.
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| Subject
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Selling.
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25.D457 2009eb
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