Personal selling strategies for consultants and professionals
Subtitle: the perfect sales equation
By: Richard K. Carlson.
Publisher: J. Wiley
Published: 1993
Place of publication: New York
Language: eng
Number of pages: 209
Subjects: Selling.; Consultants -- Marketing.; Professions -- Marketing.
Notes: Includes index.
Table of contents: label: 1
title: Introduction
pagenum: 1; label: 2
title: Sales Process Overview
pagenum: 5; label: 3
title: The 'Perfect' Sales Equation
pagenum: 11; label: 4
title: Client-Consultant Relationships
pagenum: 29; label: 5
title: The Hierarchy of Sales Communication Media
pagenum: 37; label: 6
title: Sales Talk and Communication Style
pagenum: 49; label: 7
title: Initial Contact: When the Prospect Calls You
pagenum: 63; label: 8
title: Initial Contact through Solicitation
pagenum: 77; label: 9
title: Working the Perfect Sales Equation
pagenum: 91; label: 10
title: The Buying Center and Type of Buy
pagenum: 103; label: 11
title: Developing a Sales Strategy
pagenum: 117; label: 12
title: Working Your Strategy
pagenum: 137; label: 13
title: Presenting the "What If" Proposal
pagenum: 153; label: 14
title: Writing and Delivering Your Proposal
pagenum: 165; label: Appendix A
title: Requests for Proposal, Short-List Presentations, and Other Nightmares
pagenum: 175; label: Appendix B
title: Dealing with Prices
pagenum: 183; label: Appendix C
title: Selling the Research Phase
pagenum: 187; label: Appendix D
title: Selling Add-On Services and Follow-On Engagements
pagenum: 189; label: Appendix E
title: Team Selling
pagenum: 191; label: Appendix F
title: Promotional Seminars
pagenum: 193; label: Appendix G
title: Building and Maintaining Relationships
pagenum: 201; title: Index
pagenum: 203