DK Essential Managers: Selling, 1st Edition

  • Eric Baron
  • Published By:
  • ISBN-10: 0756655595
  • ISBN-13: 9780756655594
  • DDC: 658.85
  • Grade Level Range: College Freshman - College Senior
  • 72 Pages | eBook
  • Original Copyright 2009 | Published/Released September 2011
  • This publication's content originally published in print form: 2009

  • Price:  Sign in for price

About

Overview

Learn to speak persuasively, enthuse your audience, and sell with confidence with ESSENTIAL MANAGERS: SELLING. This book offers master tips and techniques for successful selling. Eric Baron is an Associate Professor of Marketing at Columbia Business School and the CEO of Baron Group, a sales and marketing training consultancy. He is also author of Selling is a Team Sport. For more on Eric and his company, visit him on the web at: www.barongroup.com

Table of Contents

Front Cover.
Title Page.
Copyright Page.
Contents.
Frontispiece.
Introduction.
1: Building Meaningful Relationships.
2: Adding Value Through Selling.
3: Addressing Needs.
4: Appealing to Buyers.
5: Differentiating Yourself.
6: Understanding the Needs of Customers.
7: Implementing the Model.
8: Seeing the Nature of Needs.
9: Planning Your Approach.
10: Making Your First Move.
11: Presenting Your Credentials.
12: Opening a Sales Meeting.
13: Questioning for Needs.
14: Listening to Your Client.
15: Approaching a Problem.
16: Reviewing Needs.
17: Selling with Others.
18: Making Your Recommendations.
19: Using Features and Benefits.
20: Targeting the Pitch.
21: Offering Your Ideas.
22: Asking for Feedback.
23: Resolving Objections and Closing the Sale.
24: Understanding Objections.
25: Collecting the Data.
26: Reframing Objections.
27: Discussing Price.
28: Responding to Objections.
29: Closing the Sale.
30: Moving Beyond the Close.
Index.
Acknowledgments.