Updated and revised to present a clear yet basic understanding of the objectives, ideas and tools needed to sell effectively. Focuses on developing managerial skills, analyzing customers' requirements and personalities to create dynamic strategies. Discusses ways of handling objections; breaks down closing techniques; explores group dynamics involved in selling to a committee rather than individuals. New features include application of computer, video-recording and playback technology to develop and measure key behaviors in the sales process.The concept required to operational- ize the need satisfaction theory is called the Salesperson-Oriented Product Manual (SOPM) or the Salesperson-Oriented Service Manual (SOSM), depending on the nature of your offering. It consists of fouranbsp;...
|Title||:||The Handbook of Selling|
|Author||:||Gary M. Grikscheit, Harold C. Cash, Clifford E. Young|
|Publisher||:||John Wiley & Sons - 1993-03-22|