The Complete Salesperson - Hardcover

Moore, Rosemary

Hardcover

ISBN 10: 0868062782 ISBN 13: 9780868062785

Publisher: Hale & Iremonger, 1987

Synopsis

This book is all about Direct Selling- the person-to-person persuasion between two groups of people of international importance to the world's economy- salespeople and their customers. The best of selling results from a commitment to results form a total being- a complete salesperson. Salespeople need constantly to increase skills and activate new ideas which will add to their knowledge and understanding of the sales environment. The Complete Salesperson covers the whole spectrum of selling: · how attitude affects every aspect of selling · how to prospect effectively · how to initiate approaches · how, why, when (and when not) to qualify · how, why, and when to ask closing questions · how, when (and when not) to handle excuses and objections using the revolutionary vole progress plan, A.E.I.O.U. · how to handle rejection and failure · how to set set goals · how to make decisions · how to plan time · how to cope with grievance and benefit from controversy · how sex differences affect selling · how to avoid 'pressure selling' · how to win - and how to lose In addition, The Complete Salesperson looks closely at Sales Management and at hiring and nurturing a Direct Sales Team. Rosemary Moore is convinced that a persuasive human being is still the best way to sell anything, and that neither modern technology nor mail order companies will ever render the salesperson redundant. The Complete Salesperson is not the work of an outside observer but of a salesperson who has spent many years in the front line.

About this edition

• Publisher: Hale & Iremonger
• Publication date: 1987
• ISBN 10: 0868062782
• ISBN 13: 9780868062785
• Binding: Hardcover