1. Bækur og afþreying
  2. Bækur og kort
  3. Rafbækur
  4. Viðskipta- og hagfræði
  5. Markaðsfræði

Selling For Dummies, UK Edition

Vörumerki: Dummies Series
Vörunúmer: 9781118489444
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Selling For Dummies, UK Edition

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Rafbók til eignar. Rafbók til eignar þarf að hlaða niður á þau tæki sem þú vilt nota innan eins árs frá því bókin er keypt. Útgáfa: 2
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Efnisyfirlit

  • Contents at a Glance
  • Table of Contents
  • Introduction
    • About This Book
    • Conventions Used in This Book
    • What You’re Not to Read
    • Foolish Assumptions
    • How This Book Is Organised
    • Icons Used in This Book
    • Where to Go from Here
  • Part I: Laying a Solid Foundation for Selling
    • Chapter 1: Selling Is All Around You
      • Understanding What Selling Is
      • Identifying Key Selling Methods
      • Appreciating What Selling Skills Can Do for You
    • Chapter 2: Working Through the Seven-Step Selling Cycle
      • Step1: Prospecting Effectively
      • Step 2: Qualifying Your Prospect and Making Appointments
      • Step 3: Building Relationships
      • Step 4: Delivering Your Sales Presentation
      • Step 5: Handling Objections
      • Step 6: Winning the Business
      • Step 7: Getting Referrals
    • Chapter 3: Selling and Your Mindset for Success
      • Making Sure You Get Job Satisfaction
      • Thinking of Your Job as a Hobby
      • Becoming a Lifelong Student of Selling
      • Rome Wasn’t Built in a Day: Understanding Your Development Process
      • Knowing How to Sell What Your Customers Want to Own
  • Part II: Doing Your Homework before You Sell a Thing
    • Chapter 4: Understanding Your Potential Clients
      • Understanding Why Research Is Important
      • Getting to Know Your Clients Inside and Out
      • Working with Different Types of Buyer
      • Being Aware of Unique Cultural Needs
      • Responding to Your Clients’ Fears
      • Choosing Your Words Wisely
      • Becoming a Better Listener
    • Chapter 5: Knowing Your Product
      • Knowing What You Need to Know about Your Product
    • Chapter 6: Making Technology Your Friend
      • Readjusting Your Perceptions about Technology
      • Using Technology to Make Your Life Less Complicated (Not More)
  • Part III: The Anatomy of a Sale
    • Chapter 7: Finding the People Who Want What You Sell
      • Knowing Where to Start Looking for Prospects
      • Finding the Right People: Proven Prospecting Strategies
    • Chapter 8: Arranging Appointments That Stick
      • Getting the Basics Right
      • Reaching Your Prospects by Telephone First
      • Putting Mail, Email and Face-to-Face Interactions to Work for You
      • Getting to the Elusive Decision-Maker
    • Chapter 9: Building Relationships and Gathering Information to Ensure Success
      • Making a Good First Impression at Your Meeting
      • Establishing Rapport with Your Potential Clients
      • Fact-finding: Asking the Right Questions
      • Knowing How to Approach Prospects in a Retail Setting
    • Chapter 10: Making Winning Presentations
      • Getting More Than a Foot in the Door
      • Knowing How to Present More Effectively
      • Letting the Product Be the Star
      • Mastering the Art of Visuals
      • Demonstrating Products to Your Prospective Clients
      • Presenting Intangible Goods
      • Avoiding Nightmare Presentations
    • Chapter 11: Handling Client Objections
      • Understanding What Clients Are Really Saying
      • Addressing Your Prospects’ Concerns with Some Simple Strategies
      • Knowing the Do’s and Don’ts of Objection Handling
      • Handling Objections in Six Easy Steps
    • Chapter 12: Winning the Business and Closing the Sale
      • Knowing When to Ask for the Order
      • Recognising That Sometimes All You Need to Do Is Ask
      • Overcoming Your Prospect’s Hesitations and Fears
    • Chapter 13: Getting Referrals from Your Present Clients
      • Understanding Where, How and When Referrals Arise
      • Getting Referrals in Five Powerful Steps
      • Setting Up Meetings with Referrals
      • Aiming to Get Referrals Even When the Going Gets Tough
  • Part IV: Growing Your Business
    • Chapter 14: Following Up and Keeping in Touch
      • Knowing When (And with Whom) to Follow Up
      • Paying Attention to What Your Clients Want from Follow-Ups
      • Recognising How to Follow Up
      • Remembering the Importance of Thankyou Notes and Gifts
      • Maximising Results from Your Follow-Ups
    • Chapter 15: Managing Your Time Efficiently
      • Investing Your Time Rather Than Spending It
      • Avoiding ‘Fluffy Time’ by Planning Thoroughly
      • Accounting for Your Time
      • Organising Your Workspace
      • Avoiding the Most Common Time Traps
      • Handling Physical Interruptions
    • Chapter 16: Partnering Your Way to Success
      • Knowing What You Want Before You Partner with Anyone
      • Arranging Joint Ventures
      • Benefiting from Affiliate Programmes
  • Part V: You Can’t Win ’Em All: Keeping the Faith in Sales
    • Chapter 17: Staying Focused and Positive
      • Finding Out What Motivates You
      • Knowing What De-motivates You
      • Surveying Strategies for Overcoming Failure
      • Doing the Opposite of What Average Salespeople Do
      • Mixing Your Personal Life with Your Professional Life
    • Chapter 18: Setting Goals to Stay Focused
      • Setting Realistic and Effective Goals
      • Breaking Down Your Goals into Smaller Steps
      • Looking at Particular Types of Goals
      • Fulfilling Your Goals
      • Figuring Out What to Do When You Achieve Your Goals
    • Chapter 19: Selling in a Challenging Economy
      • Understanding the Economic Cycle
      • Spotting Thriving Economies
      • Smoothing Out the Dip with Technology
      • Keeping Your Clients Loyal
      • Finding the Upsides to Downturns
      • Staying Poised for Economic Recovery
  • Part VI: The Part of Tens
    • Chapter 20: The Ten Biggest Sales Mistakes to Avoid
      • Misunderstanding Selling
      • Thinking You’re a Sales Natural
      • Talking Too Much and Not Listening Enough
      • Using Words That Kill Sales
      • Not Knowing When to Close the Sale
      • Not Knowing How to Close the Sale
      • Being Insincere
      • Failing to Pay Attention to Details
      • Letting Yourself Slump
      • Neglecting to Keep in Touch
    • Chapter 21: Ten Strategies for Improving Your Selling
      • Prepare Yourself
      • Be Disciplined
      • Rehearse, Perform and Critique Your New Skills
      • Make a Good First Impression
      • Quickly Determine Whether You Can Help Your Client
      • Give Every Presentation 110 Per Cent
      • Address Concerns Completely
      • Confirm Everything
      • Ask for the Decision
      • Tell Your Clients about Others
      • Make a Commitment to Lifelong Learning
  • Index
  • About the Authors

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Eiginleikar
Vörumerki: Dummies Series
Vörunúmer: 9781118489444
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