The ultimate sales book : master account management, perfect negotiation, create happy customers
Harvey, Christine (Businesswoman)2021
eBook
Abstract: The Ultimate Sales Book gives you everything you need to succeed in sales and account management. It is a dynamic collection of essential skills covering the topics that will help you make a seismic impact upon your performance - faster than you ever thought possible.
Main title:
The ultimate sales book : master account management, perfect negotiation, create happy customers / Christine Harvey, Grant Stewart, Peter Fleming and Di McLanachan.
Author:
Harvey, Christine (Businesswoman), authorStewart, Grant (Business coach), authorFleming, Peter, 1944-, authorMcLanachan, Di, authorCredo Reference (Firm), distributor
Work:
Edition:
Second edition.[Enhanced Credo edition]
Imprint:
London [England] : Hodder Education, 2018.Boston, Massachusetts : Credo Reference, 2021.
Collation:
1 online resource (45 entries) : 38 images ; digital files.
Series title:
Notes:
Description based on title page of print version.
System details:
Mode of access: World Wide Web.
Linking notes:
Print version: 426 pages : illustrations
Contents:
Part 1. Your successful selling masterclass: Introduction; Jump-start your success formula; Develop product and service expertise; Grasp the buying motives; Conquer objections: turn them to your advantage; Master successful presentations and closings; Create action-provoking systems; Implement motivation and support systems; 7 x 7 -- Part 2. Your successful key account management masterclass: Introduction; Know your customer; Analyse your growth opportunities; Measure profits by account; Plan for success; Negotiate to win/win; Control activity levels; Manage relationships; 7 x 7 -- Part 3. Your negotiation skills masterclass: Introduction; Creating the right environment; -- Researching your objectives; People and places; Breaking the ice; The agenda; Conclude the deal; Learning from your experiences; 7 x 7 -- Part 4. Your successful customer care masterclass: Introduction; Customer care is more than just saying "Have a nice day&" How do you measure up? How do your customers think you measure up? Deliver more than your customers expect; Excellence in communication; Attitude is everything; Plan to excel -- Surviving in tough times -- Further reading -- Answers.
Access restrictions:
Access restricted to authorized users and institutions.
ISBN:
9781787856608 (electronic version)9781473684027 (invalid)
Dewey class:
658.81
LC class:
HF5438.4
Language:
English
Subject:
BRN:
501468
Electronic access:
The ultimate sales book : master account management, perfect negotiation, create happy customers - Click here for electronic version: