| Document Type
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BL
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| Record Number
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999793
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| Doc. No
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b754163
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| Main Entry
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Denny, Richard.
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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 :: Kogan Page,, 2006.
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| Page. NO
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1 online resource (x, 195 pages)
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| ISBN
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0749448091
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: 142376921X
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: 9780749448097
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: 9781423769217
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0749444347
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9780749444341
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| Notes
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Previous edition: 2001.
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| Bibliographies/Indexes
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Includes bibliographical references.
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| Contents
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Preface; Introduction; Selling in Perspective 1; Planning to Win 2; The Vital Ingredient 3; Finding the Time 4; Finding the Business 5; Getting the Appointment 6; The Rules of Professional Selling 7; The Sales Presentation 8; Closing the Sale 9; The Principles of Professionalism 10; Giving Real Service 11; Handling Objections 12; Negotiation 13; Letter Writing 14; Body Language 15; Avoiding the Negative 16; Don't Quit 17.
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| Abstract
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Updated and revised, this third edition of Selling to Win is even more effective, highlighting the important changes needed to sell and win business in an evermore sophisticated and competitive marketplace. It gives practical advice on how to: - Get a sale when your service is not the cheapest- Turn your customer into an ambassador- Build a positive attitude- Beat the competition- Close a saleThis is a valuable book, recognized as an effective and powerful sales-improvement guide.
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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.D46 2006eb
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