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Author Schroder, Richard M.

Title From a good sales call to a great sales call : close more by doing what you do best / Richard M. Schroder.

Imprint New York : McGraw-Hill, 2011.

Copies

Location Call No. OPAC Message Status
 Axe Books 24x7 Business E-Book  Electronic Book    ---  Available
Description 1 online resource (xxii, 218 pages) : illustrations
text txt rdacontent
computer c rdamedia
online resource cr rdacarrier
Note Includes index.
Contents Recognizing the hidden opportunity to increase your close rate -- Discover the benefits of successfully debriefing with prospects -- Understand the postdecision mind-set of the prospect -- Recognize how salespeople can inhibit the feedback process -- Self diagnosing your sales effectiveness through postdecision debriefs with prospects -- Design a prospect debrief questionnaire -- Utilize proven interviewing techniques for conducting debrief calls -- Identify and analyze your win/loss trends -- Leveraging what you've learned -- Benchmark your feedback -- Implement the right techniques to increase your close rate.
Note Print version record.
Subject Selling.
Selling -- Study and teaching.
Sales personnel -- Training of.
BUSINESS & ECONOMICS -- Marketing -- General.
BUSINESS & ECONOMICS -- Distribution.
Sales personnel -- Training of. (OCoLC)fst01103864
Selling. (OCoLC)fst01111969
Selling -- Study and teaching. (OCoLC)fst01112052
Genre/Form Electronic books.
Other Form: Print version: Schroder, Richard M. From a good sales call to a great sales call. New York : McGraw-Hill, 2011 9780071718110 (DLC) 2010024044 (OCoLC)613428154
ISBN 9780071742818 (electronic bk.)
0071742816 (electronic bk.)
9780071718110
0071718117
Standard No. AU@ 000053265741

 
    
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