Modern Advanced Sales Theory and Techniques

Author: Huang Hengxue
Publisher:
Publish Date: 2005-10-01
Features: This book combines Chinese sales practices with globally accepted standardized sales theories. It utilizes numerous real-world sales cases to analyze traditional Chinese business strategies and various foreign sales techniques and tricks (Salesknowhow). The book systematically discusses modern sales theories and techniques, including the basic concepts and elements of sales activities, sales concepts and philosophy, market systems and sales environment, market relationships and sales etiquette, sales personnel and their professional characteristics and qualities, market transactions and sales process analysis, prospecting customers and methods, customer qualification, setting appointments, preparation for customer approach, customer approach and methods, sales presentations and techniques, customer objections and handling techniques, closing theories and methods, as well as the sales grid theory. The book is authoritative, systematic, innovative, motivational, and practical, making it particularly suitable for the diverse sales forces and market warriors currently competing in the Chinese market. It serves as a self-training textbook for professional spirit, professional ideals, professional qualities, and professional skills. It can also be used as an internal training manual for sales personnel in various enterprises, as well as a fundamental textbook for marketing majors in colleges and universities nationwide. This book is a manual for all aspiring market heroes who aim to excel in the market economy and achieve success.