Make More Sales And Make More Money

Now available in Kindle Version at Amazon!

 

How to Increase Your Sales Commission Dollars by Becoming a More Effective Salesperson

The Sales Associate®

Personal Development Skills Series

 

25th Anniversary Edition

First Edition, 2012

Illustrated

Joseph M. Cerra
iSnare.com Certified Author

Published by Evergreen Ventures Corporation

© Copyright 1987, 2012 Evergreen Ventures Corporation. All Rights Reserved.

TABLE OF CONTENTS

AUTHOR’S FORWARD

CHAPTER 1—INTRODUCTION

  • WHO WILL BENEFIT FROM THIS BOOK
  • DIRECT SELLING
  • LIFE IN SALES – TWENTY-FIVE YEARS LATER
  • WHY DECIDE ON A CAREER IN SALES
  • PERSONAL DEVELOPMENT
  • THE FOUR STAGES OF SALES COMPETENCE
  • HOW YOU FIT IN
  • THE SALES ASSOCIATE, 2012

CHAPTER 2—THE SUCCESFULL SALESPERSON

  • INTEGRITY
  • EMPATHY
  • A SENSE OF URGENCY
  • INTENSITY
  • FOCUS
  • STYLE
  • RHYTHM
  • ORGANIZATION

CHAPTER 3—THE SALES CALL PROCESS

  1. A PRE-CALL PLAN
  2. THE OPENING
  3. DEFINING NEEDS AND CREATING DESIRE WITHIN THE PROSPECT
  4. QUALIFYING THE PROSPECT
  5. THE SALES PRESENTATION
  6. THE CLOSE
  • OBJECTIONS
  • COST JUSTIFICATION
  • CRITERIA SELLING

CHAPTER 4—ACCOUNT STRATEGY

  • ACCOUNT STRATEGY

Appendix A

  • Footnotes & Bibliography

Appendix B

  • About the Author
  • About the Editor, ePublisher
  • About the Illustrator
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