Selling to anyone over the phone
By: Renee P. Walkup with Sandra McKee.
Contributors: McKee, Sandra L., 1952-
Edition: 2nd ed.
Publisher: AMACOM, American Management Association
Published: 2010
Place of publication: New York
Language: eng
ISBN-13: 9780814414835
Subjects: Telephone selling
Notes: Includes index.
Table of contents: title: Setting up for success; title: Managing time and information for profitability; title: Identifying personality types over the phone; title: Getting gatekeepers to work for you; title: Asking high-value questions; title: Listening and presenting; title: Selling through objections; title: Negotiating the close; title: Using new technology in phone sales; title: Selling to customers from other cultures.