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Sales essentials the tools you need at every stage to close more deals and crush your quota

"With so much focus put into making a sale, many professionals find they need help improving the crucial points that come before and after the sale. In Sales Essentials, you'll find the comprehensive, up-to-date information you need to improve your skills at every point of the sales proces...

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Bibliographic Details
Main Author: Salman, Rana
Format: eBook
Language:English
Published: New York McGraw Hill 2023
Edition:1 Edition
Series:McGraw Hill's business essentials
Subjects:
Vente
Selling / Aat
Marketing
Selling / Http://id.loc.gov/authorities/subjects/sh85119819
Marketing / Fast
Marketing / Aat
Selling / Fast
Marketing / Http://id.loc.gov/authorities/subjects/sh85081333
Online Access:
Collection: O'Reilly - Collection details see MPG.ReNa
Table of Contents:
  • Includes bibliographical references and index
  • Cover
  • Title Page
  • Copyright Page
  • Dedication
  • Contents
  • Acknowledgments
  • Introduction
  • PART I THE ESSENTIALS
  • 1 The Heart of Sales
  • 2 The Challenges of Sales
  • 3 Characteristics of Successful Salespeople
  • PART II THE ESSENTIALS APPLIED
  • Sales Self-Assessment
  • BEFORE THE SALE
  • 4 Know Your Product
  • 5 Build Your Social Presence
  • 6 Be Diligent About Prospecting
  • 7 Prepare for the Discovery Meeting
  • DURING THE SALE
  • 8 Make a Positive First Impression
  • 9 Manage the Discovery Meeting
  • 10 Communicate Your Solution Effectively
  • 11 Learn the Art of Collaborative Selling
  • 12 Close the Sale
  • AFTER THE SALE
  • 13 Set Up Accounts for Success
  • 14 Analyze the Sales Process
  • 15 Leverage the Account for Additional Opportunities
  • PART III BEYOND THE ESSENTIALS
  • 16 Dealing with Rejection
  • 17 Protecting Your Mental Health
  • 18 Embracing Your Career in Sales
  • Sales Essentials Toolkit
  • Exercise Answer Key
  • Notes
  • Index

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