자료유형  

 단행본

International Standard Book Number  

9780807144282 (electronic bk.)

International Standard Book Number  

0807144282 (electronic bk.)

Library of Congress Call Number  

HF5438.25 .J658 2012

Dewey Decimal Classification Number  

658.85

Main Entry-Personal Name  

Jones, Eli.

Publication, Distribution, etc. (Imprint  

Baton Rouge : LSU Press, 2012

Physical Description  

1 online resource (214 p)

Formatted Contents Note  

완전내용Cover; Contents; Foreword; 1. Selling ASAP; What Is Selling ASAP?; What Do You Need to Succeed in Sales?; 2. Understanding How Buyers Buy; Uncovering Needs and Wants; Motivation; Need Arousal; Arousal-Seeking Buying Behavior; Adaptive Selling; Perceived Risk; Selling to Prospects' Needs and Wants; 3. Preparation; The Preparation Step; Obtaining Knowledge--The Preapproach; Organizational Buying; Identifying the Prospect; Qualifying the Prospect; 4. Attention; The Attention Step; Getting the Appointment; The First Impression; Opening the Presentation; Attention-Getters; 5. Examination.

Formatted Contents Note  

완전내용The Examination StepThe Dominant Buying Urge; A Structure for Examining; Questioning Techniques; Listening; Nonverbal Communication; 6. Prescription; The Prescription Step; The Importance of Communication in Prescribing Solutions; Preparation for Prescription; Making a Convincing Presentation; Persuading Prospects to Buy What Is Prescribed; Moving toward Purchase; 7. Conviction and Motivation; The Conviction and Motivation Steps; Conviction Conveys Value; Gaining Conviction; Structuring a Complete Unit of Conviction; Handling Objections; Negotiation; Motivational Selling.

Formatted Contents Note  

완전내용A Complete Unit of Motivation in ActionTrial Close Again; 8. Completion and Partnering; The Completion and Partnering Steps; A Closing Mentality; Traditional Closing Techniques; A Completion Mentality; A Partnering Mentality; Notes; Author Biographies; Index; A; B; C; D; E; F; G; H; I; K; L; M; N; O; P; Q; R; S; T; U; V; W; Z.

Summary, Etc.  

요약Selling ASAP: Art, Science, Agility, and Performance offers a unique approach to professional selling. This new text focuses on the importance of viewing a sale not as a one-time encounter but as an opportunity to build a lifetime, mutually beneficial relationship with the customer. In addition to the traditional coverage of the selling process, Selling ASAP includes unique content on processes and techniques of selling. Real-world examples, testimonials from successful sales professionals, and a focus on the latest technology available to today's salesperson round out the discussions in the t.

Subject Added Entry-Topical Term  

Business

Subject Added Entry-Topical Term  

Selling

Subject Added Entry-Topical Term  

Sales management

Subject Added Entry-Topical Term  

BUSINESS & ECONOMICS / Distribution.

Subject Added Entry-Topical Term  

BUSINESS & ECONOMICS / Marketing / General.

Subject Added Entry-Topical Term  

Sales management.

Subject Added Entry-Topical Term  

Selling.

Added Entry-Personal Name  

Chonko, Larry.

Additional Physical Form Entry  

Print version / Jones, EliSelling ASAP : Art, Science, Agility, Performance. Baton Rouge : LSU Press, c2012. 9780807144275

Electronic Location and Access  

로그인을 한후 보실 수 있는 자료입니다.

Control Number  

joongbu:422691