Professional selling
Subtitle: a journey, not a destination
By: Frank Salisbury
Publisher: Oak Tree Press
Published: 2011
Place of publication: Cork
Language: eng
Number of pages: 256
ISBN-13: 9781904887775; 9781904887768; 9781904887799
Subjects: Selling
Description: The most important person in the sales process is you. Customer-focus is a critical function of the sales process, but not as critical as the focus on your own professional attitude. Professionals in all occupations are focussed on self: self-esteem, self-analysis, and self-preservation. PROFESSIONAL SELLING deliberately challenges you to question everything you have ever known or held dear about selling and professionalism. It argues that selling is a physical skill, which requires salespeople, sales managers, and sales trainers alike to apply the simple processes of repetition and hard wo.
Notes: Includes bibliographical references.
Table of contents: title: Cover; Title; Copyright; Contents; Acknowledgements; Preface; Part One: The Basics Of Professional Selling; Chapter 1; The History of Selling; Summary; Selling: In the Beginning; The Industrial Revolution and Selling; Salespeople's Image; Is Selling a Profession?; Marketing vs Selling; Things are Changing; Next ... ; Chapter 2; Becoming a Professional Salesperson; Summary; The Professional Game of Selling; Professional Processes; Desire to Improve; Activity vs Effectiveness; Next ... ; Chapter 3; What Makes a Good Salesperson?; Summary; Attributes of a Good Salesperson; Salespeople's Views.; title: Sales PersonalityWhat Makes a Good Salesperson Distinctive?; Knowledge; Sales Skills; Attitude; Self-Awareness; Next ... ; Chapter 4; Process; Summary; Models of Selling; A Simple High Level Structure; A Structured Process for Second Calls; A Systematic Sales Process; Next ... ; Chapter 5; Prospecting; Summary; Social Media; Unqualified and Qualified Prospects; Where to Find Prospects; Contacting the Prospect; Personal Calling and Telephoning; Buying Signals; Secretaries are Not Barriers; Next ... ; Chapter 6; Basic Communication in Selling; Summary; What is Communication?; Stimulus and Response.; title: Story-TellingAsking Questions; Writing to Customers; Features, Benefits, and Left-Brain Activity; Communication Problems; Trust; Rapport; Next ... ; Chapter 7; Using the Telephone; Summary; Positive Mental Attitude; Preparation; Practice; The Way You Talk; When is the Best Time to Call?; There is a Time to Quit; Next ... ; Chapter 8; Using Visual Communication to Sell Yourself; Summary; First Impressions; Visuals and Word Pictures; Influencers in Communication; Positioning; Next ... ; Chapter 9; What Makes People Buy?; Summary; Buying Motives; Buying or Selling; The Competition and Price Resistance.; title: Next ... Chapter 10; Planning for Sales Success; Summary; Tying in with the Corporate Plan; Your Own Plans; A Swot Analysis; Developing a Sales Target; Forecasting; Ratio Analysis; Next ... ; Chapter 11; Time Management is About Attitude, Not Systems; Summary; Fifteen Minutes Could Change Your Life; Using Time Effectively; Wasting Time; Do it Now; Next ... ; Part Two: Advanced Selling Skills, Knowledge and Awareness; Chapter 12; Sales Negotiation Skills; Summary; Negotiation Might Not Be Possible; The Process of Negotiation; The Best Outcome and the Absolute Bottom Line.; title: A Structured Negotiation ProcessNext ... ; Chapter 13; Customer Service Means More Sales; Summary; Sales Follow-Up; The Importance of Developing Enthusiastic Customers; The Competition; Becoming a Preferred Supplier; Handling Complaints; Regaining Lost Customers; Next ... ; Chapter 14; Self-Awareness as a Means of Improving Your Sales Success; Summary; Successful Personal Selling; Transactional Analysis; Transactions; From Ta to the Sea Scale; Structuring Time; Strokes and Collecting Stamps; Focus On the Positive Side of the Sea Scale; Developing a Winning Life Script; Implications for Salespeople.