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The ultimate sales book : master account management, perfect negotiation, create happy customers / Christine Harvey, Grant Stewart, Peter Fleming and Di McLanachan.

By: Contributor(s): Series: Teach yourself booksPublisher: Boston, Massachusetts : Credo Reference, 2021Edition: Second edition; [Enhanced Credo edition]Description: 1 online resource (45 entries) : 38 images ; digital filesContent type:
  • still image
  • text
Media type:
  • computer
Carrier type:
  • online resource
ISBN:
  • 9781787856608
Subject(s): Additional physical formats: Print version:: No titleDDC classification:
  • 658.81 23
LOC classification:
  • HF5438.4 .H278 2018
Online resources:
Contents:
Part 1. Your successful selling masterclass: Introduction; Jump-start your success formula; Develop product and service expertise; Grasp the buying motives; Conquer objections: turn them to your advantage; Master successful presentations and closings; Create action-provoking systems; Implement motivation and support systems; 7 x 7 -- Part 2. Your successful key account management masterclass: Introduction; Know your customer; Analyse your growth opportunities; Measure profits by account; Plan for success; Negotiate to win/win; Control activity levels; Manage relationships; 7 x 7 -- Part 3. Your negotiation skills masterclass: Introduction; Creating the right environment; -- Researching your objectives; People and places; Breaking the ice; The agenda; Conclude the deal; Learning from your experiences; 7 x 7 -- Part 4. Your successful customer care masterclass: Introduction; Customer care is more than just saying "Have a nice day&" How do you measure up? How do your customers think you measure up? Deliver more than your customers expect; Excellence in communication; Attitude is everything; Plan to excel -- Surviving in tough times -- Further reading -- Answers.
Abstract: The Ultimate Sales Book gives you everything you need to succeed in sales and account management. It is a dynamic collection of essential skills covering the topics that will help you make a seismic impact upon your performance - faster than you ever thought possible.
Holdings
Item type Current library Collection Shelving location Call number Status Date due Barcode
Ebook Ebook NMC Library Credo Reference Online HF5438.4 .H278 2018 EBOOK (Browse shelf(Opens below)) Available online - NMC Login required 518309

Part 1. Your successful selling masterclass: Introduction; Jump-start your success formula; Develop product and service expertise; Grasp the buying motives; Conquer objections: turn them to your advantage; Master successful presentations and closings; Create action-provoking systems; Implement motivation and support systems; 7 x 7 -- Part 2. Your successful key account management masterclass: Introduction; Know your customer; Analyse your growth opportunities; Measure profits by account; Plan for success; Negotiate to win/win; Control activity levels; Manage relationships; 7 x 7 -- Part 3. Your negotiation skills masterclass: Introduction; Creating the right environment; -- Researching your objectives; People and places; Breaking the ice; The agenda; Conclude the deal; Learning from your experiences; 7 x 7 -- Part 4. Your successful customer care masterclass: Introduction; Customer care is more than just saying "Have a nice day&" How do you measure up? How do your customers think you measure up? Deliver more than your customers expect; Excellence in communication; Attitude is everything; Plan to excel -- Surviving in tough times -- Further reading -- Answers.

The Ultimate Sales Book gives you everything you need to succeed in sales and account management. It is a dynamic collection of essential skills covering the topics that will help you make a seismic impact upon your performance - faster than you ever thought possible.

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