Teleselling: A Self-Teaching Guide

ISBN-13: 9780471115670 / Angielski / Miękka / 1996 / 240 str.

James D. Porterfield; James D. Poterfield;Porterfield

Opis

Discover the best techniques to maximize your sales

Here is a proven, detailed selling system that gives you the tools you need to improve your sales results. Written by Jim Porterfield, an experienced marketing consultant, this accessible and easy-to-follow guide shows you how to grab your listener's attention over the phone--and effectively close the deals you want.

Fully updated to reflect the latest research about what really works for telesellers, Teleselling is packed with examples, tips, and exercises that will help you:
* Design your own successful selling plan based on your strengths and abilities
* Establish a call strategy
* Capture--and keep--a customer's undivided attention
* Develop techniques to improve your listening skills
* Decide when and how to ask for the order
* Close the deal


Covering the ABCs of selling by phone, Teleselling will put you on the right path to better results and increased sales success.

Spis treści

Using the Telephone to Sell.

Buying Motives and Product Benefits: The Critical Connection.

A Basic Sales–Call Strategy.

Prospecting.

Approach.

Analyze.

Advocate.

Answer.

Ask.

Apply.

Adapt.

Trouble–Free Telecommunication.

Effective Listening.

Managing Your Calls and Yourself.

Developing a Script.

Performance Evaluation Survey.

Afterword.

Appendices.

Sources for More Information.

Index.

O autorze

JAMES D. PORTERFIELD is Academic Program Director of Penn State′s Certificate in Marketing Program. He is former director of marketing for the New York Institute of Finance, and served as vice president of Sales and Marketing for SMC Publications Marketing group, one of the largest direct–selling organizations for the magazine industry in the United States.