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Item Details
| Title:
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WINNING GROUP SALES PRESENTATIONS
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| By: |
Richardson |
| Format: |
Paperback |
| List price:
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£15.99 |
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We currently do not stock this item, please contact the publisher directly for
further information.
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| ISBN 10: |
1556236905 |
| ISBN 13: |
9781556236907 |
| Publisher: |
MCGRAW-HILL EDUCATION - EUROPE |
| Pub. date: |
1 December, 1991 |
| Pages: |
200 |
| Synopsis: |
This book offers what every salesperson needs to sell products or services in the coming decade-step-by-step guidelines for developing and implementing a plan to sell to client groups. This book identifies the often unexpected things that can happen when selling to a group. Based on years of training and testing strategies and techniques in group sales situations, it is packed with practical, how-to skills. Specifically, this book explains: How to package presentation materials-and the salesperson-to suit the client's needs; how to use the valuable minutes before you present to begin creating rapport; how to deal with resistance, objections-and hostility; how to determine the powerful client decision maker and who influences him/her; how to address each client's individual concerns while keeping the entire group's attention. |
| Publication: |
US |
| Imprint: |
Irwin Professional Publishing |
| Returns: |
Non-returnable |
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