Salespeople don't lie / Roshan L. Joseph.

Format:

Book

Author/Creator:

Joseph, Roshan L., author.

Language:

English

Subjects (All):

Selling.

Sales management.

Physical Description:

1 online resource (205 pages)

Edition:

1st ed.

Place of Publication:

Los Angeles : SAGE, 2018.

Summary:

A light-hearted book on why sales people lie to sell and why they need to change now.

Contents:

Cover

Contents

Foreword

Preface

1 How Did Salespeople Come To Be?

2 The Door-to-door Salesperson

3 The Used Car Salesperson

4 Sell Like Hell

5 The Dowry Totem Pole

6 Ours Not to Reason Why

7 Pirates of Sales: The Story of Medical Reps

8 More Pirates of Sales: Dumping Sales

9 Even More Pirates of Sales

10 Still More Pirates of Sales

11 The Heroes of Sales

12 Why Do Salespeople Lie?

13 To Be a Professional Salesperson

14 Who Teaches Whom to Sell?

15 The Sins of Our Forefathers

16 Understanding the Nature of a Sale

17 Sales Is Relationship at Work

18 The Lonely Salesperson

19 Company Maketh the Man

20 The Devil Made Me Do It

21 When All Hell Breaks Loose

22 For Whom the Bell Tolls

23 Either You Don't Know, or You Are Lying

24 Tainted by the Company One Keeps

25 Sales Malpractice

26 A Sales System, Really?

27 The Power of Discipline

28 What's Worth Doing Is Worth Doing Well

29 Freedom from Avoidable Worry

30 Motivation: A Bath Needed Daily

31 Principles of Professional Selling

32 Sales Teams and Unique Contributions

33 Know What to Pitch

34 Breaking Trust

35 Dr No

36 The Joy of Professional Selling

37 Balcony View of Sales

38 Evolving into a Sales Professional

39 Being in Your Customer's Shoes

40 The Salesperson as a Servant

41 Handling Objection and Irate Customers

42 Always Diagnose Before You Prescribe

43 Meeting the Purchaser's Needs

44 Sales Functional Needs and Personal Aspirations

45 Pitching It for Impact

46 The Professional Salesperson

47 Develop Your Team

48 Creating a Resident Faculty

49 Too Proud to Lie

Epilogue

About the Author.

Notes:

Description based on print version record.

ISBN:

93-5280-713-8

93-5280-714-6