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Selling : the profession : focusing on building relationships / Dr. David J. Lill & Jennifer Lill-Brown.

By: Contributor(s): Material type: TextPublisher: Antioch, TN : DM Bass Publications, [2020]Edition: Eighth editionDescription: xi, 484 pages : color illustrations ; 26 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9780965220187
  • 0965220184
Subject(s): DDC classification:
  • 658.8/5 23
LOC classification:
  • HF5438 .L55 2020
Contents:
Part I. Selling success fundamentals. Your career in professional selling ; Relationship selling ; Ethics in selling ; Winning time management skills ; Purchase behavior and communication ; Discovering your social style ; Five tools every salesperson needs -- Part II. The relationship selling cycle. Prospecting: how to find qualified prospects ; Pre-approach: what to do before you meet The approach: make the right first impression ; Need discovery: how to question and listen effectively ; Presentation: how to be engaging and compelling ; Handling objections: turn hesitation into commitment ; The Close: how to confirm the sale ; After the sale: build enduring loyalty.
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Holdings
Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Two Hour Reserve Karen H. Huntsman Library Items Available at the Front Desk HF5438 .L55 2020 2 Available 38060007532492

Strategic Selling/Selling the Profession All year

Richfield Campus--Three Hour Reserve Richfield Campus Library Items Available at the Front Desk BUS 1270 HF5438 .L55 2020 1 Available 34230000164981

Strategic Selling/Selling the Profession All year

Total holds: 0

Includes bibliographical references and index.

Part I. Selling success fundamentals. Your career in professional selling ; Relationship selling ; Ethics in selling ; Winning time management skills ; Purchase behavior and communication ; Discovering your social style ; Five tools every salesperson needs -- Part II. The relationship selling cycle. Prospecting: how to find qualified prospects ; Pre-approach: what to do before you meet The approach: make the right first impression ; Need discovery: how to question and listen effectively ; Presentation: how to be engaging and compelling ; Handling objections: turn hesitation into commitment ; The Close: how to confirm the sale ; After the sale: build enduring loyalty.

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