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Your successful sales career [electronic resource] / Brian Azar, with Len Foley.

By: Azar, Brian.
Contributor(s): Foley, Len.
Material type: materialTypeLabelBookPublisher: New York : AMACOM, American Management Association, c2004Description: 1 online resource.ISBN: 9780814408254; 9780814428115 (electronic bk.).Call No.: HF5438.25 .A95 2004 Subject(s): Selling | Customer relationsOnline resources: Electronic Resources
Contents:
Introduction -- Getting started -- Discovering the salesperson within -- Creating a "go" plan of action -- Finding the right job -- Getting started on the job -- Say goodbye to the old game of sales -- Getting there--the 10-step interview for sales success -- Step 1-pre-call planning -- Step 2-establishing rapport -- Step 3-finding the pain -- Step 4-budget, terms, and conditions -- Step 5-finding the decision maker -- Step 6-the review -- Step 7-the presentation -- Step 8-the reinforcement -- Step 9-the close -- Step 10-after the sale -- Staying on top -- Why sales careers plateau -- Optimize your time with client categories -- Marketing strategies for selling professionals.
General Note: Includes index.
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Includes index.

Introduction -- Getting started -- Discovering the salesperson within -- Creating a "go" plan of action -- Finding the right job -- Getting started on the job -- Say goodbye to the old game of sales -- Getting there--the 10-step interview for sales success -- Step 1-pre-call planning -- Step 2-establishing rapport -- Step 3-finding the pain -- Step 4-budget, terms, and conditions -- Step 5-finding the decision maker -- Step 6-the review -- Step 7-the presentation -- Step 8-the reinforcement -- Step 9-the close -- Step 10-after the sale -- Staying on top -- Why sales careers plateau -- Optimize your time with client categories -- Marketing strategies for selling professionals.

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