Holdings: How to sell :: THWS Bibkatalog

How to sell: sell anything to anyone

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Bibliographic Details
Main Author:	Owen, Jo (Author)
Format:	Book
Language:	English
Published:	Harlow ; MunicH [u.a.] Pearson/Prentice Hall Business 2010
Series:	Books that make you better
Subjects:	Verkauf Verkaufstechnik
Online Access:	Inhaltsverzeichnis
Physical Description:	XI, 259 S. Ill., graph. Darst.
ISBN:	9780273731276

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MARC


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Record in the Search Index

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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
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physical	XI, 259 S. Ill., graph. Darst.
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publisher	Pearson/Prentice Hall Business
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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
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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
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