Selling to anyone over the phone / Renee P. Walkup with Sandra McKee.

Format:

Book

Author/Creator:

Walkup, Renee P., 1957-

Contributor:

McKee, Sandra L., 1952-

Language:

English

Subjects (All):

Telephone selling.

Selling.

Physical Description:

1 online resource (225 p.)

Edition:

2nd ed.

Place of Publication:

New York : AMACOM, American Management Association, 2010.

Language Note:

English

System Details:

text file

Summary:

Selling over the phone requires more than just reading from a script. This guide shows sales pros what they need to know to dial their way to success.

Contents:

Contents; Acknowledgments; Introduction: Selling "Double Green"; Chapter 1: Setting Up for Success; Chapter 2: Managing Time and Information for Profitability; Chapter 3: Identifying Personality Types Over the Phone; Chapter 4: Getting Gatekeepers to Work for You; Chapter 5: Asking High-Value Questions; Chapter 6: Listening and Presenting; Chapter 7: Selling Through Objections; Chapter 8: Negotiating the Close; Chapter 9: Using New Technology in Phone Sales; Chapter 10: Selling to Customers from Other Cultures; Appendix A: PEAK Personality Type Assessment

Appendix B: Handling Customer Complaints EffectivelyAppendix C: How to Present Powerful Proposals That Sell; Index

Notes:

Includes index.

Description based on print version record.

ISBN:

9786612764394

9781282764392

128276439X

9780814414842

0814414842

OCLC:

669127088