Successful Prospecting in Sales
Publisher: Bookboon.com
Published: 2013
ISBN-13: 9788776816117
Table of contents: title: Sisältö; title: Introduction; title: What Is Prospecting?; title: The Four Myths of Sales Prospecting; title: The Role of Prospecting in the Sales Process; title: Introduction; title: The Changing Face of Prospecting; title: General Skills that Prospecting Requires; title: Introduction; title: Research Skills; title: Organization Skills; title: Listening Skills; title: Effective Communication Skills; title: Problem Solving Skills; title: Interpersonal Skills; title: Self-Motivation Skills; title: Perseverance; title: Prospecting Tips; title: Introduction; title: General Prospecting Tips; title: Effective Introductory Sales Letters; title: Introduction; title: The Five Second Rule; title: The Language You Choose; title: Getting Past the Gatekeeper; title: Sales Letter Structure; title: More Letter Structure Tips; title: Other Sales Letter Writing Tips; title: Cold Calling Techniques; title: Introduction; title: Your Attitude towards Cold Calling; title: Cold Calling Techniques; title: Prospecting with Existing Customers; title: Introduction; title: Being Perceived as an Expert; title: Keeping the Customer Informed; title: Selling to Existing Customers; title: Resources