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Kategorie szczegółowe BISAC

Kategoria BISAC: Business & Economics >> Sales & Selling - General

ilość książek w kategorii: 6368

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 Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales Linda Richardson 9780070525580
Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales

ISBN: 9780070525580 / Angielski / Miękka / 288 str.

ISBN: 9780070525580/Angielski/Miękka/288 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Linda Richardson
In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don'ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport...
In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use custome...

    
cena: 102,61 zł

 Emotion Marketing: The Hallmark Way of Winning Customers for Life Scott Robinette Claire Brand Vicki Lenz 9780071364140
Emotion Marketing: The Hallmark Way of Winning Customers for Life

ISBN: 9780071364140 / Angielski / Twarda / 247 str.

ISBN: 9780071364140/Angielski/Twarda/247 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Scott Robinette; Claire Brand; Vicki Lenz
To its millions of loyal customers world-wide, the Hallmark brand stands for more than just greeting cards; it embodies the elusive item every company hopes to capture--the customer's heart. Hallmark has found that one of the keys to attaining superior customer loyalty is through emotion. Now for the first time, Hallmark reveals its groundbreaking strategy: Emotion Marketing.

This strategy can help any company create an emotional bond with customers for a competitive advantage in the marketplace. Emotion Marketing will reveal:
- How emotion works to cement customer loyalty
- The 3...

To its millions of loyal customers world-wide, the Hallmark brand stands for more than just greeting cards; it embodies the elusive item every company...

    
cena: 165,10 zł

 Beating the Deal Killers: Overcoming Murphy's Law (and Other Sales Nightmares) Steven A. Giglio 9780071385510
Beating the Deal Killers: Overcoming Murphy's Law (and Other Sales Nightmares)

ISBN: 9780071385510 / Angielski / Miękka / 224 str.

ISBN: 9780071385510/Angielski/Miękka/224 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Steven A. Giglio

Strategies for overcoming clock-watching clients, spilled coffee, and other sales nightmares--and closing the sale

Selling is tough, and what can go wrong often will. Successful salespeople know they must prepare themselves for every potential deal-killer. Beating the Deal-Killers provides situation-specific advice for anticipating problems, handling them deftly, and returning everyone's attention to the matter at hand--completing the sale.

More than just a valuable troubleshooting guide, however, this book by award-winning sales executive Stephen Giglio gives...

Strategies for overcoming clock-watching clients, spilled coffee, and other sales nightmares--and closing the sale

Selling is tough, ...


    
cena: 71,36 zł

 How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great: The Five Qualities That Make Salespeople Great Herb Greenberg Harold Weinstein Patrick Sweeney 9780071422192
How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great: The Five Qualities That Make Salespeople Great

ISBN: 9780071422192 / Angielski / Miękka / 290 str.

ISBN: 9780071422192/Angielski/Miękka/290 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Herb Greenberg; Harold Weinstein; Patrick Sweeney
Gives you the tools to find and retain the best salespeople - those who will really produce for your company.
Gives you the tools to find and retain the best salespeople - those who will really produce for your company.

    
cena: 83,08 zł

 The Million Dollar Sale: How to Get to the Top Decision Makers and Close the Big Sale in Just Two Calls Patricia H. Gardner Timothy Haas 9780071445191
The Million Dollar Sale: How to Get to the Top Decision Makers and Close the Big Sale in Just Two Calls

ISBN: 9780071445191 / Angielski / Miękka / 177 str.

ISBN: 9780071445191/Angielski/Miękka/177 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Patricia H. Gardner; Timothy Haas
Codebreakers - sales reps from non-competing firms already doing millions of dollars of business with target clients. This title explains how to find Codebreakers, gain their interest, and persuade them to form powerful selling alliances.
Codebreakers - sales reps from non-competing firms already doing millions of dollars of business with target clients. This title explains how to find ...

    
cena: 86,98 zł

 Confessions of Shameless Self-Promoters: Great Marketing Gurus Share Their Innovative, Proven, and Low-Cost Marketing Strategies to Maximize Your Success! Debbie Allen 9780071462020
Confessions of Shameless Self-Promoters: Great Marketing Gurus Share Their Innovative, Proven, and Low-Cost Marketing Strategies to Maximize Your Success!

ISBN: 9780071462020 / Angielski / Miękka / 240 str.

ISBN: 9780071462020/Angielski/Miękka/240 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Debbie Allen

Breakthrough ideas that won't break the bank--the super-selling secrets behind Chicken Soup and other success stories

"To be leading edge, you must be shameless. This book will show you how."
--Mark Victor Hansen, cocreator of the Chicken Soup for the Soul series

How did Mark Victor Hansen build his Chicken Soup series into a multimillion-dollar empire? How did Jim Cathcart grow a successful business out of The Acorn Principle? This practical handbook offers a wealth of low-cost, step-by-step strategies for Internet marketing, direct mail, networking,...

Breakthrough ideas that won't break the bank--the super-selling secrets behind Chicken Soup and other success stories

"To be leadin...


    
cena: 83,08 zł

 The Sales Success Handbook Linda Richardson 9780071463317
The Sales Success Handbook

ISBN: 9780071463317 / Angielski / Twarda / 128 str.

ISBN: 9780071463317/Angielski/Twarda/128 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Linda Richardson
To sell today, salespeople must add value, provide perspective, and show customers how a product will solve their specific needs. The Sales Success Handbook outlines a six-step program for hearing and understanding exactly what customers have to say and for selling solutions--instead of just selling products.
To sell today, salespeople must add value, provide perspective, and show customers how a product will solve their specific needs. The Sales Success...

    
cena: 86,98 zł

 Everything I Know About Sales Success: The World's Greatest Business Minds Reveal Their Formulas for Winning the Hearts and Minds Gerhard Gschwandtner 9780071473873
Everything I Know About Sales Success: The World's Greatest Business Minds Reveal Their Formulas for Winning the Hearts and Minds

ISBN: 9780071473873 / Angielski / Twarda / 224 str.

ISBN: 9780071473873/Angielski/Twarda/224 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Gerhard Gschwandtner

Stay on top of the sales game with strategies from the world's biggest leaders

The art and science of selling has never been more complex, demanding, or potentially lucrative. As a sales professional, you know that staying ahead of the game means continually educating yourself-both in the successful techniques that have stood the test of time and about the freshest new ideas on everything-from generating leads to creating trust, from branding your business to closing the deal.

That's why Everything I Know About Sales Success is so helpful. It's full of powerful...

Stay on top of the sales game with strategies from the world's biggest leaders

The art and science of selling has never been more com...


    
cena: 133,85 zł

 OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It Val Gee Jeff Gee 9780071484725
OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It

ISBN: 9780071484725 / Angielski / Miękka / 240 str.

ISBN: 9780071484725/Angielski/Miękka/240 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Val Gee; Jeff Gee

Build stronger relationships with customers through the OPEN Questioning technique

By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales.

This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer...

Build stronger relationships with customers through the OPEN Questioning technique

By asking four types of questions-Operational, Pro...


    
cena: 67,45 zł

 Why Customers Don't Do What They're Supposed To and What To Do About It Ferdinand F. Fournies David F. D'Alessandro 9780071486224
Why Customers Don't Do What They're Supposed To and What To Do About It

ISBN: 9780071486224 / Angielski / Miękka / 218 str.

ISBN: 9780071486224/Angielski/Miękka/218 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Ferdinand F. Fournies; David F. D'Alessandro

From the New York Times Bestselling Author- Proven Methods for Getting Customers to Buy

This fully revised and updated edition of Ferdinand Fournies's classic on sales from the customer's point of view covers all the latest developments in business innovation and customer relations. Why Customers Don't Do What You Want Them to Do... ignores gimmicks and tricks, giving you specific actions that dramatically raise the odds of your customer doing the "buying things"-and placing the order. This results-focused guidebook presents 24 solutions to common selling...

From the New York Times Bestselling Author- Proven Methods for Getting Customers to Buy

This fully revised and updated edition...


    
cena: 75,26 zł

 Perfect Phrases for Lead Generation Bill Brooks 9780071495899
Perfect Phrases for Lead Generation

ISBN: 9780071495899 / Angielski / Miękka / 247 str.

ISBN: 9780071495899/Angielski/Miękka/247 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Bill Brooks

The Right Phrase for Every Situation...Every Time

Prospecting for new customers is a key part of every salesperson's job-and perhaps the most challenging part. Your leads, your approach, your timing, everything needs to be perfect. That's why you need Perfect Phrases for Lead Generation by renowned sales guru Bill Brooks. He's assembled a winning collection of proven sales strategies for the 21st century-each linked with appropriate phrases for every customer scenario. Using his surefire selection of targeted phrases, you'll learn how to:

  • Identify...

The Right Phrase for Every Situation...Every Time

Prospecting for new customers is a key part of every salesperson's job-and perhaps ...


    
cena: 63,55 zł

 Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit Tom Snyder Kevin Kearns 9780071545839
Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit

ISBN: 9780071545839 / Angielski / Twarda / 224 str.

ISBN: 9780071545839/Angielski/Twarda/224 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Tom Snyder; Kevin Kearns

From the creators of SPIN Selling(R)--a groundbreaking strategy for selling at a premium price every time.

Do you frequently discount to win business? Do your customers ignore the differentiators you believe you bring to the marketplace? Does your brand seem to matter less to customers today?

Great products, stellar service, and a strong brand are just prerequisites today. They no longer differentiate. If you don't do something radically different soon, you will become unnecessary to customers.

Integrating the most comprehensive research in the selling...

From the creators of SPIN Selling(R)--a groundbreaking strategy for selling at a premium price every time.

Do you frequently d...


    
cena: 126,04 zł

 Mastering Services Pricing : Designing pricing that works for you and for your clients Kevin Doolan 9781292063362
Mastering Services Pricing : Designing pricing that works for you and for your clients

ISBN: 9781292063362 / Angielski / Miękka / 320 str.

ISBN: 9781292063362/Angielski/Miękka/320 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Kevin Doolan

The definitive guide on how to price services to deliver profit, fund for product development and meet the needs of the customer/client at a price they are happy to pay.

As traditional manufacturing companies move to service provision, how should they price their services?

What pricing model should they develop and what buyer behaviour model should they nurture? What will happen if you get your services offering right, but your pricing model wrong?

Mastering Services Pricing shows you how to create pricing that allows you to deliver...

The definitive guide on how to price services to deliver profit, fund for product development and meet the needs of the customer/client at a price ...


    
cena: 483,79 zł

 Life's a Pitch...Then You Buy Don Peppers 9780385507530
Life's a Pitch...Then You Buy

ISBN: 9780385507530 / Angielski / Miękka / 272 str.

ISBN: 9780385507530/Angielski/Miękka/272 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Don Peppers
Learn How To Get Everything You Want And More In The Ultimate Book On The Not-So-Gentle Art Of Persuasion From Don Peppers, Pitchman Extraordinaire And Author Of The One-To-One Future (46,000 Sold).

In business, a pitch is a closed-end, winner-take-all contest. It involves one prospective customer and two or more hopeful suppliers, each struggling to defeat the others and win the account. Sometimes the business is won on the basis of price, but often -- especially where professional services are concerned -- the determining factor is intangible. Who, the client wants to...

Learn How To Get Everything You Want And More In The Ultimate Book On The Not-So-Gentle Art Of Persuasion From Don Peppers, Pitchman Extraor...

    
cena: 75,26 zł

 Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy Ron Willingham 9780385509565
Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy

ISBN: 9780385509565 / Angielski / Twarda / 240 str.

ISBN: 9780385509565/Angielski/Twarda/240 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Ron Willingham
"I have observed several hundred salespeople who were taught to use deceptive practices like 'bait and switch' and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher." -- Ron Willingham

If you've tried manipulative, self-focused selling techniques that demean you and your customer, if you've ever wondered if selling could be more than just talking people into buying,...

"I have observed several hundred salespeople who were taught to use deceptive practices like 'bait and switch' and encouraged to play negotiation g...

    
cena: 106,51 zł

 Guerrilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales Charles Rubin Jay Conrad Levinson Orvel Ray Wilson 9780395578209
Guerrilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales

ISBN: 9780395578209 / Angielski / Miękka / 224 str.

ISBN: 9780395578209/Angielski/Miękka/224 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Charles Rubin; Jay Conrad Levinson; Orvel Ray Wilson
Covering the various aspects of the selling process in considerable detail, from the basics of organizing an office through to prospecting, selling and follow-up, this book encompasses state-of-the-art selling weapons, including behavioural psychology. Mindmaps are used to outline the psychological dynamics of a sales call, and to introduce the reader to the concept of subliminal selling. The book also covers the use of technological advances such as modem, fax and voice mail to increase sales.
Covering the various aspects of the selling process in considerable detail, from the basics of organizing an office through to prospecting, selling an...

    
cena: 63,35 zł

 Strategic Management and Online Selling : Creating Competitive Advantage with Intangible Web Goods Susanne Royer Royer Susanne 9780415349949
Strategic Management and Online Selling : Creating Competitive Advantage with Intangible Web Goods

ISBN: 9780415349949 / Angielski / Twarda / 260 str.

ISBN: 9780415349949/Angielski/Twarda/260 str.

Termin realizacji zamówienia: ok. 22-25 dni roboczych.
Susanne Royer;Royer Susanne

Focusing on Business to Customer (B2C) internet business, and on firms that offer intangible products and/or services that can be directly consumed via the world wide web, Strategic Management and Online Selling also covers immaterial products and online news information or home banking.

Considering how firms with similar specific characteristics are able to realize competitive advantages, this topical book discusses an area of particular contemporary importance and increasing academic study.


Focusing on Business to Customer (B2C) internet business, and on firms that offer intangible products and/or services that can be directly consumed...


    
cena: 684,44 zł

 
Zig Ziglar's Secrets of Closing the Sale

ISBN: 9780425081020 / Angielski / Miękka / 410 str.

ISBN: 9780425081020/Angielski/Miękka/410 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Zig Ziglar
Doctors, housewives, ministers, parents, teachers ... everyone has to "sell" their ideas and themselves to be successful. This new guide by America's #1 professional in the art of persuasion focuses on the most essential part of the sale--how to make them say "Yes, I will "

Zig Ziglar lets you in on the secrets of his own sure-fire, tested methods:

  • Over 100 successful closings for every kind of persuasion
  • Over 700 questions that will open your eyes to new possibilities you may have overlooked
  • How to paint word pictures and use your imagination to get results
  • Professional...
Doctors, housewives, ministers, parents, teachers ... everyone has to "sell" their ideas and themselves to be successful. This new guide by America's ...

    
cena: 67,45 zł

 The New Strategic Selling : The Unique Sales System Proven Successful By the World's Best Companies. Forew. by J. W. Mariott jr. Robert B. Miller Stephen E. Heiman Tad Tuleja 9780446695190
The New Strategic Selling : The Unique Sales System Proven Successful By the World's Best Companies. Forew. by J. W. Mariott jr.

ISBN: 9780446695190 / Angielski / Miękka / 433 str.

ISBN: 9780446695190/Angielski/Miękka/433 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Robert B. Miller; Stephen E. Heiman; Tad Tuleja
The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate and helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern edition of the business classic confronts the rapidly...
The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "proce...

    
cena: 79,13 zł

 International Marketing Research Samuel Craig Susan Douglas C. Samuel Craig 9780470010952
International Marketing Research

ISBN: 9780470010952 / Angielski / Miękka / 524 str.

ISBN: 9780470010952/Angielski/Miękka/524 str.

Termin realizacji zamówienia: ok. 22-25 dni roboczych.
Samuel Craig; Susan Douglas; C. Samuel Craig
The third edition of International Marketing Research is completely updated to reflect changes in both the structure and practice of international marketing research. Industry consolidation of research firms has accelerated as they strive to better serve global clients. The Internet has burst on to the scene as an alternative way to gather information and conduct surveys rapidly. Increasingly research is being conducted in developing countries as firms expand operations into markets such as India and China. The coverage of research in developing markets has been expanded in the third...
The third edition of International Marketing Research is completely updated to reflect changes in both the structure and practice of internatio...

    
cena: 254,99 zł

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