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

By: Contributor(s): Material type: TextTextPublisher: 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
Item type Current library Call number Copy number Status Date due Barcode Item holds Course reserves
Richfield Campus--Two Hour Reserve Richfield Campus--Two Hour Reserve Richfield Campus Library Items Available at the Front Desk BUS 1270 658.85 L6281s 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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