How to sell: sell anything to anyone
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Harlow ; MunicH [u.a.]
Pearson/Prentice Hall Business
2010
|
| Schriftenreihe: | Books that make you better
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XI, 259 S. Ill., graph. Darst. |
| ISBN: | 9780273731276 |
Internformat
MARC
| LEADER | 00000nam a2200000 c 4500 | ||
|---|---|---|---|
| 001 | BV036727410 | ||
| 003 | DE-604 | ||
| 005 | 00000000000000.0 | ||
| 007 | t | ||
| 008 | 101019s2010 ad|| |||| 00||| eng d | ||
| 020 | |a 9780273731276 |9 978-0-273-73127-6 | ||
| 035 | |a (OCoLC)845666557 | ||
| 035 | |a (DE-599)BVBBV036727410 | ||
| 040 | |a DE-604 |b ger |e aacr | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-861 | ||
| 084 | |a QV 584 |0 (DE-625)142162: |2 rvk | ||
| 100 | 1 | |a Owen, Jo |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a How to sell |b sell anything to anyone |c Jo Owen |
| 264 | 1 | |a Harlow ; MunicH [u.a.] |b Pearson/Prentice Hall Business |c 2010 | |
| 300 | |a XI, 259 S. |b Ill., graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 490 | 0 | |a Books that make you better | |
| 650 | 0 | 7 | |a Verkauf |0 (DE-588)4117346-6 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Verkaufstechnik |0 (DE-588)4129047-1 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Verkauf |0 (DE-588)4117346-6 |D s |
| 689 | 0 | 1 | |a Verkaufstechnik |0 (DE-588)4129047-1 |D s |
| 689 | 0 | |5 DE-604 | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020645149&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-020645149 | ||
Datensatz im Suchindex
| _version_ | 1804143378875547648 |
|---|---|
| adam_text | Titel: How to sell
Autor: Owen, Jo
Jahr: 2010
Contents
About the author viii
Introduction ix
Parti
The principles of selling 1
1 Preparing to succeed 9
The six key questions of a successful sale 11
What? 12
How? 19
When? 22
Who? 24
Where? 26
Why? 28
2 Persuasive conversations 31
Managing the emotional flow 35
Managing the logical flow 36
Preparation and purpose 39
Alignment and rapport 40
Situation review with the client 43
So what s in it for me, the client? 46
Idea suggested simply 54
Overcome any objections 55
Next steps and close 64
3 The principles and mindset of success 71
Trust 74
First impressions 81
Contents
Partner not vendor 85
Love your client 88
Raising the bar 89
Learning to succeed 93
Positive outlook 95
High aspirations: focus on outcomes 100
Escape the comfort zone 104
Take control 105
4 The sins of selling: how to fail 109
Fear of failure 112
The me trap 113
The friend trap 114
Underselling 115
Overselling 116
The work trap 116
The wrong problem 118
The logic trap 119
The wrong firm, wrong boss 120
Excuses 120
Part 2
The practice of selling 123
5 Key account management 131
Select the right client 133
Sell to the right buyer 136
Build your power hand 142
Negotiate well 145
6 Relationship management 159
Getting the first meeting 163
Managing the client life cycle 174
Sustaining the relationship 181
Dealing with CEOs 185
Contents vii
7 Bids and tenders 189
Knowing when to bid 193
Managing the formal response 198
Bidding in the public sector versus the private sector 215
8 Dealing with the tough stuff 219
Dealing with Mr Nasty 222
Dealing with the competition 224
Problems with price 227
Qualifying for price 232
Presenting your credentials 233
Corruption 235
Dealing with no 237
Handling objections 239
Using the telephone, email and the internet 243
Professional guard 246
Conclusion: the sales journey 251
Index 253
|
| any_adam_object | 1 |
| author | Owen, Jo |
| author_facet | Owen, Jo |
| author_role | aut |
| author_sort | Owen, Jo |
| author_variant | j o jo |
| building | Verbundindex |
| bvnumber | BV036727410 |
| classification_rvk | QV 584 |
| ctrlnum | (OCoLC)845666557 (DE-599)BVBBV036727410 |
| discipline | Wirtschaftswissenschaften |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01315nam a2200349 c 4500</leader><controlfield tag="001">BV036727410</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">00000000000000.0</controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">101019s2010 ad|| |||| 00||| eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780273731276</subfield><subfield code="9">978-0-273-73127-6</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)845666557</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV036727410</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">aacr</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-861</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QV 584</subfield><subfield code="0">(DE-625)142162:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Owen, Jo</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">How to sell</subfield><subfield code="b">sell anything to anyone</subfield><subfield code="c">Jo Owen</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Harlow ; MunicH [u.a.]</subfield><subfield code="b">Pearson/Prentice Hall Business</subfield><subfield code="c">2010</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XI, 259 S.</subfield><subfield code="b">Ill., graph. Darst.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="490" ind1="0" ind2=" "><subfield code="a">Books that make you better</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Verkauf</subfield><subfield code="0">(DE-588)4117346-6</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Verkaufstechnik</subfield><subfield code="0">(DE-588)4129047-1</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Verkauf</subfield><subfield code="0">(DE-588)4117346-6</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Verkaufstechnik</subfield><subfield code="0">(DE-588)4129047-1</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020645149&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-020645149</subfield></datafield></record></collection> |
| id | DE-604.BV036727410 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T22:46:43Z |
| institution | BVB |
| isbn | 9780273731276 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-020645149 |
| oclc_num | 845666557 |
| open_access_boolean | |
| owner | DE-861 |
| owner_facet | DE-861 |
| physical | XI, 259 S. Ill., graph. Darst. |
| publishDate | 2010 |
| publishDateSearch | 2010 |
| publishDateSort | 2010 |
| publisher | Pearson/Prentice Hall Business |
| record_format | marc |
| series2 | Books that make you better |
| spelling | Owen, Jo Verfasser aut How to sell sell anything to anyone Jo Owen Harlow ; MunicH [u.a.] Pearson/Prentice Hall Business 2010 XI, 259 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Books that make you better Verkauf (DE-588)4117346-6 gnd rswk-swf Verkaufstechnik (DE-588)4129047-1 gnd rswk-swf Verkauf (DE-588)4117346-6 s Verkaufstechnik (DE-588)4129047-1 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020645149&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Owen, Jo How to sell sell anything to anyone Verkauf (DE-588)4117346-6 gnd Verkaufstechnik (DE-588)4129047-1 gnd |
| subject_GND | (DE-588)4117346-6 (DE-588)4129047-1 |
| title | How to sell sell anything to anyone |
| title_auth | How to sell sell anything to anyone |
| title_exact_search | How to sell sell anything to anyone |
| title_full | How to sell sell anything to anyone Jo Owen |
| title_fullStr | How to sell sell anything to anyone Jo Owen |
| title_full_unstemmed | How to sell sell anything to anyone Jo Owen |
| title_short | How to sell |
| title_sort | how to sell sell anything to anyone |
| title_sub | sell anything to anyone |
| topic | Verkauf (DE-588)4117346-6 gnd Verkaufstechnik (DE-588)4129047-1 gnd |
| topic_facet | Verkauf Verkaufstechnik |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020645149&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT owenjo howtosellsellanythingtoanyone |