Professional Sales: A Trust-Based Approach

Author: (USA) Igor Ramfogl and others
Publisher:
Publish Date: 2003-01-01
Features: A textbook for undergraduate university students and MBA students studying sales courses. This book constructs a rigorous and comprehensive theoretical framework, systematically introducing the comprehensive knowledge of contemporary professional sales. Key Features:
· Understanding the knowledge, qualities, and skills essential for successful salespeople
· Gaining a thorough insight into buyers, the buying process, and the multiple influences on purchasing
· Mastering skills in two-way communication, self-leadership, and teamwork
· Learning to use various sales methods
· Understanding how to build mutual trust with customers
· Mastering the techniques of sales presentations
· Learning methods to obtain commitment and handle customer resistance
· Understanding how to enhance customer relationships
A rare classic in the field of personal selling;
Do you want to become a top-tier salesperson and dominate the sales leaderboard at your company? If so, do you truly understand sales? Do you know what professional sales entails? Do you understand how to turn a stranger into your customer, build a strong relationship with them, and secure a steady stream of orders? If you're still unsure how to answer these questions, please read this book carefully. It will guide you step by step to clarify doubts and provide you with the greatest possible assistance.