Selling to anyone over the phone
(2011)
Nonfiction
Book
Call Numbers:
658.872/WALKUP,R
Availability
Details
PUBLISHED
New York : AMACOM, American Management Association, [2011]
©2011
©2011
EDITION
Second edition
DESCRIPTION
xiv, 210 pages : illustrations ; 23 cm
ISBN/ISSN
9780814414835 (pbk.), 0814414834 (pbk.), 0814414834 :
LANGUAGE
English
NOTES
Includes index
Setting up for success -- Managing time and information for profitability -- Identifying personality types over the phone -- Getting gatekeepers to work for you -- Asking high-value questions -- Listening and presenting -- Selling through objections -- Negotiating the close -- Using new technology in phone sales -- Selling to customers from other cultures