The ultimate sales training workshop : a hands-on guide for managers / Gerhard Gschwandtner.

By: Gschwandtner, Gerhard Material type: Text

TextLanguage: English Series: Selling power (Series)Publication details: New York : McGraw-Hill, c2007. Description: x, 292 p. ; 25 cmISBN: 0071476032; 9780071476034; 9780071476034Subject(s): Selling | Selling -- Psychological aspects | Sales personnel -- Training of -- Handbooks, manuals, etcDDC classification: 658.31245 LOC classification: HF5438.25 | .G788 2007Online resources: Contributor biographical information | Publisher description | WorldCat details

Contents:

TOC Prospecting -- Sales process -- Strategic accounts -- Appointments -- Rapport -- Presentations -- Proposals -- Consultative selling -- Objections -- Negotiation -- Rejection -- Closing -- Attitude motivation -- Psychology -- Emotional intelligence.

Summary: Summary: A compendium of instant seminars on the 15 crucial topics for your profession - no matter what area of sales you're in. Each seminar includes sample exercises you can use with your teams as you explore each topic, with advice from sales leaders. It contains lists of questions team members might ask, as well as the best answers to those questions.

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Holdings ( 6 )
Title notes ( 5 )
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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Barcode
Text	Dr. S. R. Lasker Library, EWU Reserve Section	Non-fiction	658.31245 GSU (Browse shelf(Opens below))	C-1	Not For Loan	21747
Text	Dr. S. R. Lasker Library, EWU Reserve Section	Non-fiction	658.31245 GSU (Browse shelf(Opens below))	C-2	Not For Loan	21748
Text	Dr. S. R. Lasker Library, EWU Circulation Section	Non-fiction	658.31245 GSU 2007 (Browse shelf(Opens below))	C-3	Available	21867
Text	Dr. S. R. Lasker Library, EWU Circulation Section	Non-fiction	658.31245 GSU 2007 (Browse shelf(Opens below))	C-4	Available	21868
Text	Dr. S. R. Lasker Library, EWU Circulation Section	Non-fiction	658.31245 GSU 2007 (Browse shelf(Opens below))	C-5	Available	21869
Text	Dr. S. R. Lasker Library, EWU Circulation Section	Non-fiction	658.31245 GSU 2007 (Browse shelf(Opens below))	C-6	Available	21870

Total holds: 0

Includes index.

TOC Prospecting --
Sales process --
Strategic accounts --
Appointments --
Rapport --
Presentations --
Proposals --
Consultative selling --
Objections --
Negotiation --
Rejection --
Closing --
Attitude motivation --
Psychology --
Emotional intelligence.

Summary:
A compendium of instant seminars on the 15 crucial topics for your profession - no matter what area of sales you're in. Each seminar includes sample exercises you can use with your teams as you explore each topic, with advice from sales leaders. It contains lists of questions team members might ask, as well as the best answers to those questions.

Tahur Ahmed

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