A classic text providing thorough and sophisticated treatment of selling and sales management, with an emphasis on the international market.

The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view. Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as: How to find prospects from both existing and new accounts How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it) How to sell beyong questions of price The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

Product Description: The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal...read more

Product Description: This collection offers a uniquely comprehensive guide to the sociology of the body. With a strong historical scope and conceptual framework, it provides an indispensable reference for undergraduate and postgraduate students, and a robust source for scholars working in the area...read more (view table of contents, read Amazon.com's description)

Product Description: Change is the one certainty. Changes in the importance of key customers, information technology and the globalization of business have had dramatic effects on sales operations over recent years. Taking into account and exploring these interesting and significant changes, this new edition of Bill Donaldson's highly successful textbook is fully updated throughout, making it the definitive text for undergraduate, postgraduate and MBA students of selling and sales management...read more

Product Description: Tom Black lived with his family in a railroad boxcar that was set off the tracks and divided into two bedrooms and one tiny living space. He never realized he was poor until, in the seventh grade, kids at school made fun of his clothing...read more

This book is aimed at the sales manager who is new to the job. The book points out the main differences between the job of salesman and that of sales manager. The book includes sections on managing time, employing appropriate personnnel, providing training and incentives, monitoring the sales team and analyzing sales patterns.

Product Description: DK Essential Managers: Selling is the visual guide that gives you all the know-how you need to be a more effective manager. Now newly updated with an all-new graphic approach to explaining key techniques and skills, the best-selling DK Essential Managers: Selling features: A practical, "how-to" approach teaches you the information and skills to succeed...read more

Hoping to spare her family shame, spirited Pleasance Dunstan sneaks into Tearlach O'Duine's room to retrieve scandalous love letters, but when she is caught red-handed, she is forced to become his servant. Original.

Product Description: Flashpoint (noun): A point at which someone or something bursts into significant action or creation. BONUS! Personal message from JK Harris PLUS free gift details! Call 843-576-0480 "A well-researched book, packed with strategies and tactics that can be implemented and will move the needle quickly--regardless of the industry in which you sell...read more

Product Description: •Do you tackle several different roles including sales manager? •Does managing the sales team feel awkward? •Do you want to achieve better sales results? If you answered YES then you face the same struggle as many other small business owners—you can successfully manage the rest of the company, but when it comes to the sales team, you feel like your efforts are coming up short...read more

Be it time, money, opportunities lost—the cost of finding and hiring a new sales person is significant. Expert sales strategist Kathy Graham-Leviss takes the woes out of recruiting sales people and introduces a research-based, five-step formula for hiring, developing, and retaining top sales talent.