Sales Essentials : The Tools You Need at Every Stage to Close More Deals and Crush Your Quota / Rana Salman.

Format:

Book

Author/Creator:

Salman, Rana, author.

Series:

McGraw-Hill's AccessEngineeringLibrary.

McGraw-Hill's AccessEngineeringLibrary

Language:

English

Subjects (All):

Selling.

Marketing.

Genre:

Electronic books.

Physical Description:

1 online resource

Edition:

First edition.

Place of Publication:

New York, N.Y. : McGraw Hill LLC, [2023]

Language Note:

In English.

Contents:

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.

Notes:

Includes bibliographical references and index.

Electronic reproduction. New York, N.Y. : McGraw Hill, 2023. Mode of access: World Wide Web. System requirements: Web browser. Access may be restricted to users at subscribing institutions.

Description based on e-Publication PDF.

Other Format:

Print version: Sales Essentials : The Tools You Need at Every Stage to Close More Deals and Crush Your Quota.

ISBN:

9781265225490 (e-ISBN)

1265225494 (e-ISBN)

OCLC:

1361694378

Access Restriction:

Restricted for use by site license.