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Editor's Forward
Selling Things
CHAPTER I – THE MAN WHO CAN SELL THINGS
CHAPTER II - TRAINING THE SALESMAN
CHAPTER III - THE MOST IMPORTANT SUBJECTS OF STUDY
CHAPTER IV - MAKING A FAVORABLE IMPRESSION
CHAPTER V – THE SELLING TALK OR “PRESENTATION”
CHAPTER VI - THE APPROACH AND EXPRESSION
CHAPTER VII - THE ABILITY TO TALK WELL
CHAPTER VIII - HOW TO GET ATTENTION
CHAPTER IX - TACT AS A FRIEND-WINNER AND BUSINESS-GETTER
CHAPTER X - SIZING UP THE PROSPECT
CHAPTER XI - HOW SUGGESTION HELPS IN SELLING
CHAPTER XII - THE FORCE OF CHEERFUL EXPECTANCY
CHAPTER XIII – THE GENTLE ART OF PERSUASION
CHAPTER XIV - HELPING THE CUSTOMER TO BUY
CHAPTER XV - CLOSING THE DEAL
CHAPTER XVI - THE GREATEST SALESMAN—ENTHUSIASM
CHAPTER XVII - THE MAN AT THE OTHER END OF THE BARGAIN
CHAPTER XVIII - MEETING AND FORESTALLING OBJECTIONS
CHAPTER XIX - QUALITY AS A SALESMAN
CHAPTER XX - A SALESMAN'S CLOTHES
CHAPTER XXI - FINDING CUSTOMERS
CHAPTER XXII - WHEN YOU ARE DISCOURAGED
CHAPTER XXIII - THE STIMULUS OF REBUFFS
CHAPTER XXIV - MEETING COMPETITION: "KNOW YOUR GOODS"
CHAPTER XXV - THE SALESMAN AND THE SALES MANAGER
CHAPTER XXVI - ARE YOU A GOOD MIXER?
CHAPTER XXVII - CHARACTER IS CAPITAL
CHAPTER XXVIII - THE PRICE OF MASTERSHIP
CHAPTER XXIX - KEEPING FIT AND SALESMANSHIP
Successful Low Pressure Salesmanship
Preface
Chapter 1 - The Secret of Successful Low Pressure Salesmanship
Chapter 2 - How the Low Pressure Salesman Uses His Product Knowledge to Build Dynamic Demonstrations
Chapter 3 - How to Use Enthusiasm in Low Pressure Selling
Chapter 4 - Building Customer Confidence Through Low Pressure
Chapter 5 - Timing the Low Pressure Sale
Chapter 6 - Developing the Low Pressure Sales Personality
Chapter 7 - How to Organize Yourself for Low Pressure Selling
Chapter 8 -Handling Objections the Low Pressure Way
Chapter 9 - Highlight Closers in Low Pressure Selling
Chapter 10 - How You Can "Tell It Faster-Sell It Faster" Through Low Pressure
Resources
Bonus
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