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91 Mistakes Smart Salespeople Make » (1ST)
Authors: Tim Connor
ISBN-13: 9781402208126, ISBN-10: 140220812X
Format: Paperback
Publisher: Sourcebooks, Incorporated
Date Published: September 2006
Edition: 1ST
Author Biography: Tim Connor
Book Synopsis
Learn how to recover from costly, deal-breaking mistakes and assure a successful closing.
Table of Contents
Foreword: Have You Met Seymour?
Introduction
Sales Quiz
Index of Mistakes
Index of Turn-Arounds
Chapter One: Attitude Mistakes
Chapter Two: Prospecting Mistakes
Chapter Three: Sales Presentation Mistakes
Chapter Four: Handling Objections and Closing Mistakes
Chapter Five: Time and Territory Management Mistakes
Chapter Six: Record-Keeping Mistakes
Chapter Seven: After-Sales Service Mistakes
Sales Quiz Answers
Personal Skill and Attitude Assessment
Summary
Afterword: Are Salespeople Becoming Obsolete?
Recommended Reading
Index
About the Author
Subjects
