Developing and Role Playing Effective Sales Presentations is entirely dedicated to the sales process and developing the sales call. Each student builds and role plays an actual presentation using a simple, learn-by-doing process that is consistent with the techniques of leading corporate sales trainers. Students begin the process of developing a sales presentation by choosing actual products or services that they can sell, then they gather information needed for the presentation. Students plan what will then be communicated in the four sections of the sales presentation: The Approach, Securing Desire, Handling Objections, and Closing the Sale. Finally, they role-play the presentation, ensuring that they can combine all parts of the sales process effectively. Developing and Role Playing Effective Sales Presentations is designed to be a primary text in an accelerated selling course or a supplement in a semester course in selling or sales management. It has been used by thousands of students as well as by sales representatives in corporate training programs.
"synopsis" may belong to another edition of this title.
1. The Sales Presentation Project. 2. Choosing a Product or Service. 3. Information Needed for the Sales Presentation. 4. Prospecting and the Preapproach. 5. Appealing to Prospect Needs. 6. The Approach. 7. Securing Desire. 8. Handling Objections. 9. Closing the Sale and Building Customer Relations. 10. Role Playing and Writing the Complete Sales Presentation.
"About this title" may belong to another edition of this title.
Book Description South-Western College Pub, 2004. Paperback. Book Condition: New. Prompt attention. Free tracking. New. Bookseller Inventory # JUN10-160610082455-742
Book Description Cengage Learning. PAPERBACK. Book Condition: New. 0324223978 New Condition. Bookseller Inventory # NEW6.0152935
Book Description South-Western College Pub, 2004. Paperback. Book Condition: New. 3. Bookseller Inventory # DADAX0324223978
Book Description Cengage Learning, 2004. Paperback. Book Condition: New. Bookseller Inventory # P110324223978
Book Description Paperback. Book Condition: BRAND NEW. BRAND NEW. Fast Shipping. Prompt Customer Service. Satisfaction guaranteed. Bookseller Inventory # 0324223978BNA
Book Description Book Condition: Brand New. Book Condition: Brand New. Bookseller Inventory # 97803242239721.0
Book Description Cengage Learning, 2004. Book Condition: New. Brand new! Please provide a physical shipping address. Bookseller Inventory # 9780324223972
Book Description Cengage Learning, 2004. Paperback. Book Condition: New. book. Bookseller Inventory # 0324223978