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Ebook details:
عنوان: SELL (New, Engaging Titles from 4LTR Press) (9781285164724) Thomas N. Ingram, Raymond (Buddy) W. LaForge, Ramon A. Ramon A., Charles H. Schwepker, Michael R. Williams
نویسنده: Books
ناشر: Cengage Learning; 4 edition (January 1, 2014)
زبان: English
شابک: 1285164725, 978-1285164724
حجم: 121 Mb
فرمت: Image pdf with ocr

Contents Ch 1: Overview of Personal Selling Introduction 1-1: Personal Selling Defined 1-2: Trust-Based Relationship Selling 1-3: Evolution of Personal Selling 1-4: Contributions of Personal Selling 1-5: Alternative Personal Selling Approaches 1-6: The Trust-Based Sales Process 1-7: Sales Careers Part I Ch 2: Building Trust and Sales Ethics Introduction 2-1: What is Trust? 2-2: Why is Trust Important? 2-3: How to Earn Trust 2-4: Knowledge Bases Help Build Trust and Relationships 2-5: Sales Ethics Ch 3: Understanding Buyers Introduction 3-1: Types of Buyers 3-2: Distinguishing Characteristics of Business Markets 3-3: The Buying Process 3-4: Types of Buyer Needs 3-5: Procedures for Evaluating Suppliers and Products 3-6: Understanding Postpurchase Evaluation and the Formation of Satisfaction 3-7: Types of Purchasing Decisions 3-8: Understanding Communication Styles 3-9: Buying Teams 3-10: Current Developments in Purchasing Ch 4: Communication Skills Introduction 4-1: Sales Communication as a Collaborative Process 4-2: Types of Questions Classified by Amount and Specificity of Information Desired 4-3: Strategic Application of Questioning in Trust-Based Selling 4-4: ADAPT Questioning System 4-5: Active Listening 4-6: Understanding the Superiority of Pictures over Words 4-7: Nonverbal Communication Part II Ch 5: Strategic Prospecting and Preparing for Sales Dialogue Introduction 5-1: The Importance and Challenges of Prospecting 5-2: The Strategic Prospecting Process 5-3: Prospecting Methods 5-4: Developing a Strategic Prospecting Plan 5-5: Gathering Prospect Information to Prepare for Sales Dialogue Ch 6: Planning Sales Dialogues and Presentations Introduction 6-1: Customer-Focused Sales Dialogue Planning 6-2: Sales Communications Formats 6-3: Sales Dialogue Template 6-4: Section 2: Customer Value Proposition 6-5: Section 4: Linking Buying Motives, Benefits, Support Information, and Other Reinforcement Metho 6-6: Engaging the Customer Part III Ch 7: Sales Dialogue: Creating and Communicating Value Introduction 7-1: Effective Sales Dialogue 7-2: Encouraging Buyer Feedback 7-3: Creating Customer Value 7-4: Interesting and Understandable Sales Dialogue 7-5: Engaging and Involving the Buyer 7-6: Supporting Product Claims 7-7: Group Sales Dialogue Ch 8: Addressing Concerns and Earning Commitment Introduction 8-1: Anticipate and Negotiate Concerns and Resistance 8-2: Reasons Why Prospects Raise Objections 8-3: Types of Sales Resistance 8-4: Using LAARC: A Process for Negotiating Buyer Resistance 8-5: Recommended Approaches for Responding to Objections 8-6: Securing Commitment and Closing Part IV Ch 9: Expanding Customer Relationships Introduction 9-1: Assess Customer Satisfaction 9-2: Harness Technology to Enhance Follow-up and Buyer-Seller Relationships 9-3: Ensure Customer Satisfaction 9-4: Maintain Open, Two-Way Communication 9-5: Expand Collaborative Involvement 9-6: Work to Add Value and Enhance Mutual Opportunities Ch 10: Adding Value: Self-Leadership and Teamwork Introduction 10-1: Effective Self-Leadership 10-2: Working with Different Levels and Types of Goals 10-3: Account Classification 10-4: Establishing Territory Routing Plans 10-5: Stage Four: Tapping Technology and Automation 10-6: Increasing Customer Value through Teamwork 10-7: Building Teamwork Skills Part V Ch 11: Sales Management and Sales 2.0 Introduction 11-1: Sales Management Overview 11-2: Developing and Implementing Effective Sales Strategies 11-3: Developing the Salesforce 11-4: Directing the Salesforce 11-5: Determining Salesforce Effectiveness and Performance 11-6: Sales 2.0 Endnotes Index

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