Modern Sales Skills

Author: Qiu Shaobo
Publisher:
Publish Date: 2005-03-01
Features: This book is part of a series titled "Survival Skills: How to Win Customers." It focuses on sales techniques, adopting a process-oriented approach to cover topics from understanding customers, identifying potential customers, to approaching customers, communicating with them, helping them recognize the value of products and services, bridging gaps, and ultimately achieving the goal of closing a sale. The book emphasizes "how to sell," using a process-based method to organize the material: from understanding customers, identifying potential customers, approaching customers, communicating with them, helping customers recognize the value of products and services, resolving objections, and ultimately closing the deal. To help students apply what they learn, we have included classroom exercises and numerous examples and practice problems in this book, aiming to equip students with basic sales skills before they graduate. Through practice, students can effectively improve their abilities in describing products, sales presentations, handling customer objections, building and maintaining customer relationships, closing deals, and self-promotion and management. This book is a highly practical textbook, suitable not only as a teaching material for marketing majors in vocational and technical colleges but also as training material for corporate marketing and sales personnel.