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The instant sales pro
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Librairie Eyrolles - Paris 5e

The instant sales pro

The instant sales pro

More than 600 tips and techniques to accelerate your sales success

Cy Charney

288 pages, parution le 07/01/2004


For the sales professional with more energy than experience and more ambition than knowledge, the fast lane to success can be riddled with potholes. But the last thing these go-getters want to do is get bogged down with some huge book of sales techniques.

The Instant Sales Pro offers instead a quick yet comprehensive guide to the basics of successful selling: prospecting, getting on the customer's wavelength, dealing with objections, negotiation, closing the sale, and more. Readers will learn every step of the sales process, starting with sales letters and cold calls, as well as how to sell to different personalities, use technology, troubleshoot problems, and plan and manage a territory.

The Instant Sales Pro is designed for easy access, with all the information presented in short chapters and bullet points. There's no complicated theory, no magic formula. There are just hundreds of great tips for turning any sales rep into a sales professional-instantly.

L'auteur - Cy Charney

Cy Charney is president of Charney and Associates, Inc., a consulting firm specializing in the human dimension of organizational and individual performance improvement. He works internationally with Fortune 500 companies and teaches in the executive programs of five major universities. He is the author of The Instant Manager, The Trainer's Tool Kit, and The Portable Mentor. He lives in Thornhill, near Toronto, Canada.


  • Introduction
  • Prospecting
    • 12 Great Ideas to increase sales
    • Networking
    • Trade Shows . . . more
  • The Selling Process
    • The Top 10 Turn-ons
    • The Top 10 Turn-offs . . . more
  • Getting on the Customer's Wavelength
    • Reading Body Language
    • Listening
  • Dealing with Objections
    • Overcoming Objections
    • Pricing Issues
  • Convincing Strategies
    • Preparing for Presentations
    • Reducing Stage Fright
    • Negotiating: Win-Win Tactics
  • People Issues
    • Selling to Different Personalities
    • Difficult People: How to Handle Them
  • Closing
    • Closing the Sale
    • Closing Techniques
  • Partnership Selling
    • Choosing a Partner
    • Developing a Strategy
    • A Team Approach
  • Technology
    • Electronic Communications
    • Creating a Web Page
    • Using the Internet
  • Career Effectiveness
    • Goal Setting
    • Getting Ahead
    • Ethical and Moral Behavior
  • Organizational Effectiveness
    • Surviving Office Politics
    • Selling Ideas to Your Boss
  • Personal Development
    • Attitude
    • Job Interviews
    • Self-Confidence
Voir tout

Caractéristiques techniques

Éditeur(s) Amacom
Auteur(s) Cy Charney
Parution 07/01/2004
Nb. de pages 288
Format 14 x 21,5
Couverture Broché
Poids 365g
Intérieur Noir et Blanc
EAN13 9780814472149
ISBN13 978-0-8144-7214-9

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