Soft Selling in a Hard World : plain talk on the art of persuasion / by Jerry Vass.

Format:

Book

Author/Creator:

Vass, Jerry.

Contributor:

Running Press, publisher.

Running Press Imprint Collection (University of Pennsylvania)

Language:

English

Subjects (All):

Selling.

Sales personnel.

selling.

Penn Provenance:

Teacher, Stuart (donor) (Running Press copy)

Physical Description:

[14], 199, [5] pages : illustrations ; 19 cm

Place of Publication:

Philadelphia, Pa. : Running Press, 1993.

Contents:

Part I. How We Got This Way. 1. How to Get Rich Quick!; 2. How Selling Got Tacky; 3. Why the Soft Sell Works; 4. What is a Salesperson?; 5. the Cultural Contract; 6. What Do You Sell First?; 7. The "I" Chart; 8. Puffery and Representation; 9. Features and Benefits; 10. The Proof of Statement; 11. Market Differentiation

Part II. Building Your Presentation. 12. The Seven Selling Moves

Additional Tactics; 13. Understanding the Seven Moves; 14. Using the Seven Selling Moves

Part III. Survival Skills for the Street Soldier. 15. Selling by Objective; 16. The Cold Call; 17. Building the Cold Call Presentation; 18. The Price Objection; 19. The Language Traps; 20. About Motivation; 21. Relationship Selling; 22. Mechanics of Empathy; 23. Time Accounting; 24. The Disease; 25. Perceived Value; 26. Profits in Solving Problems; 27. Self-Talk; 28. The Decision-Maker

Part IV. 29. Building Your Selling Playbook; 30. Prepare a Tactical Selling Presentation; 31. Practice; 32. Postscript.

Notes:

"Cover design by Toby Schmidt."--Title page verso.

Vass Company advertisements: [1] page at end.

Includes bibliographical references (page 201).

Local Notes:

Running Press Collection copy presented to the Penn Libraries in 2008 by Stuart "Buz" Teacher.

Running Press copy has dustjacket retained.

Running Press copy is "2" printing.

ISBN:

1561382981

9781561382989

OCLC:

29044051