| 作者简介： Brian Azar (Durham, NC), "The Sales Doctor," has trained more than 20,000 professionals during his tenure at Xerox Corp. and The New York President's Club. He was editorial advisor to Success Magazine and contributing editor of Selling Power Magazine. |
| BRIAN AZAR, the Sales Doctor, has trained more than 20,000 professionals during his tenure at Xerox Corp and The New York President's Club. He has helped companies like Honeywell, AT&T, and American Express turn good salespeople into great salespeople. He has also been editorial adviser to Success magazine and contributing editor of Selling Power magazine. LEN FOLEY is president of the 21st Century Sales Training Company in Atlanta, Geor.. << 查看详细 |
| foreword preface: warning acknowledgments introduction part one: getting started 1 discovering the salesperson within 2 creating a "go" plan of action 3 finding the right job 4 getting started on the job 5 say goodbye to the old game of sales part two: getting there－the ao-step interview for sales success 6 step 1－pre-call planning 7 step 2－establishing rapport 8 step 3－finding the pain 9 step 4－budget, terms, and conditions 10 step 5－finding the decision maker 11 step 6－the review 12 step 7－the presentation 13 step 8－the reinforcement 14 step 9－the close . 15 step 10-after the sale part three: staying on top 16 why sales careers plateau 17 optimize your time with client categories 18 marketing strategies for selling professionals recommended resources index |
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