In today's competitive climate, it is not enough for a salesman to know the techniques of selling. He has also to know how to apply them. Even a few seconds spent more effectively at any stage in the sales process can increase the chances of a success. Focusing on business-to-business selling, this book aims to make sales people more conscious of their selling skills, and shows them how to maximize their impact on a potential customer at every stage of the sales process. Chapters follow the sales cycle, from initial contact to first meeting, written communication, the presentation, sales meeting, and continuing business. The book includes advice, practical strategies, letters and action plans.
- ISBN10 0749912359
- ISBN13 9780749912352
- Publish Date 24 June 1993 (first published 28 May 1992)
- Publish Status Out of Print
- Out of Print 13 August 1997
- Publish Country GB
- Publisher Little, Brown Book Group
- Imprint Piatkus Books
- Edition New edition
- Format Paperback (UK Trade)
- Pages 160
- Language English