Containing the material for a complete, one-day training session, this workshop provides participants with an opportunity to examine all aspects of client contact, from the "cold call" through to the face-to-face sales meeting. The two-volume work contains information on the teaching aims and methods of the course, and notes on case studies and exercises. Among the topics covered are: making initial contact; the telephone call; the letter; sales meetings; sales psychology and customer follow-up. The participant's guide which accompanies this work contains all that the participant needs to gain maximum benefit from the course, including notes, exercises, case studies and work and action sheets.
- ISBN10 0749411562
- ISBN13 9780749411565
- Publish Date 19 January 1994
- Publish Status Out of Print
- Out of Print 21 January 2005
- Publish Country GB
- Imprint Kogan Page Ltd
- Format Paperback
- Pages 160
- Language English