Professional Sales Techniques: Practice Book

Author: Avila et al. (USA)
Publisher:
Publish Date: 2003-01-01
Features: This book is co-authored by the same group of authors as "Professional Selling: A Trust-Based Approach" and can be used as a complement to each other. Designed specifically for you to enhance your professional selling skills, the book provides over 60 reinforcement exercises. Each exercise is collected from colleges, universities, and corporate training centers across the United States and is originally written by experienced teachers and practitioners. In addition to exercises focused on the sales process itself and understanding buyers, the book includes numerous exercises on professional selling techniques, including:
· Communication skills;
· Questioning techniques;
· Listening skills;
· Written communication skills;
· Strategic target customer prospecting techniques;
· Sales presentation techniques;
· Gaining commitment and handling buyer resistance techniques;
· Developing and strengthening buyer-seller relationships techniques.
Through these reinforcement exercises, combined with your own efforts, you will surely master the art of selling.