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From Contact to Contract
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ISBN
:
9780793168002
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Publisher
:
Kaplan Publishing
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Subject
:
Business & Management
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Binding
:
PAPERBACK
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Pages
:
304
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Year
:
2003
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1702.0
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Description
According to the U.S. Bureau of Labor Statistics, more than 16 million American work as sales professionals. Add in the vast number of small business owners, consultants, doctors, lawyers, and other professionals who must sell their services and promote their credibility in order to succeed, and it's clear that there's a huge need for practical, easy-to-apply information on the art of sales. From Contact to Contract fills this need in a way no other book does. It offers broad coverage of each facet of sales in one easy-to-skim reference. From prospecting and presenting to consultative conversations and closing, the book provides a comprehensive collection of tips and best practices without getting bogged down in long explanations of sales theory and models. Author Dianna Booher has pulled together insights gained during her highly successful, 21-year career as a sales and communication consultant to help readers understand how to: *Gain commitments from customers and prospects. *Manage their pipeline. *Generate leads. *Use strategic persuasion techniques to turn information into real communication. *Deal with difficult buyers. *Negotiate to maintain profit margins. *Sell across gender lines. *Stay motivated during a competitive upsurge or economic downturn. From Contact to Contract is a sales primer professionals will use again and again. It's filled with practical techniques and advice they can learn quickly and put to use immediately.
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