Profession of Selling S.
4 total works
This guide covers the process of expanding the customer base. Sometimes this may involve creating new awareness of the product one is selling; in many instances it will mean going out and capturing one's competitors' customers for one's own. "The Profession of Selling" series brings together new editions of all John Fenton's works, together with new material in a revised and updated format.
This text is essentially about selling quality. It suggests that nowadays people don't just buy on price - finding the cheapest they can get - but on quality (of the product, of the service or of the selling process or eventual benefits of ownership). The book looks at a range of essential topics, including: how to sell quality; how to demonstrate your superiority; how to present proposals; how to get the necessary facts; meeting your customers' expectations; and how to assess your current quotations. There is also a section asking (and answering) the difficult question: why do people buy from us? This book is one of a series of four sales books by John Fenton.
This reissue has been brought up to date to provide guidance for newcomers to the business of selling. It explores the importance of "closing", something which many sales people can't do, won't do, forget to do, are terrified of doing, or are just too negative to even try. This practical guide is aimed at all those who feel closing is unreal or too complicated. This book is one of a series of four sales books by John Fenton.
Part of a series of sales guides by the author of "Close! Close! Close!", this book takes readers through the basic elements of the selling process, and shows why and how it forms the most crucial part of any business, big or small. The series brings together new editions of all John Fenton's written works, together with substantial new material in a revised and updated format, to produce a library of professional sales guides which should be useful to practising salesmen.