Vor Ort
Merkzettel Warenkorb
  • Produktbild: The Sales Survival Handbook
  • Produktbild: The Sales Survival Handbook

The Sales Survival Handbook Cold Calls, Commissions, and Caffeine Addiction--The Real Truth about Life in Sales

23,99 €

inkl. gesetzl. MwSt., Versandkostenfrei

Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

07.09.2017

Verlag

Amacon Book Division

Seitenzahl

210

Maße (L/B/H)

22,9/15,2/1,3 cm

Gewicht

349 g

Sprache

Englisch

ISBN

978-0-8144-3864-0

Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

07.09.2017

Verlag

Amacon Book Division

Seitenzahl

210

Maße (L/B/H)

22,9/15,2/1,3 cm

Gewicht

349 g

Sprache

Englisch

ISBN

978-0-8144-3864-0

Herstelleradresse

Libri GmbH
Europaallee 1
36244 Bad Hersfeld
DE

Email: gpsr@libri.de

Noch keine Bewertungen vorhanden

Verfassen Sie die erste Bewertung zu diesem Artikel

Helfen Sie anderen Kundinnen und Kunden durch Ihre Meinung.

Kundinnen und Kunden meinen

Bewertungen (0)
Die Leseprobe wird geladen.
  • Produktbild: The Sales Survival Handbook
  • Produktbild: The Sales Survival Handbook

  • Foreword ix

    INTRODUCTION 1

    1. WELCOME TO SALES 3

    Is Sales Right for You? (Quiz) 5

    Sales Terms and Definitions 8

    What to Expect: The Good, the Bad, and the Crazy 11

    Coming to Terms: The Five Stages of Sales Grief 15

    Picking the Right Company and Spotting Red Flags 17

    2. EVERYDAY LIFE IN SALES 21

    Coming Out to Your Family and Friends As a Salesperson 23

    The Different Types of Salespeople 25

    The Different Types of Sales Managers 30

    Comp Plans, Sandbagging, and How to Deal with Inconsistent Income 34

    Getting Along with Your Coworkers in Sales 39

    The Sales Diet 43

    Mission Impossible: Dating While Working in Sales 47

    Dealing with the Long Hours 50

    3. PROSPECTING 57

    Irrational Optimism: The Truth About How to Succeed in Sales 59

    Leads and Why Most of Them Suck 63

    How to Beg for Referrals 67

    Cold-Calling 70

    Business-to-Business Sales 75

    Business-to-Consumer Sales 82

    Door-to-Door Sales 90

    How to Get Out of a Sales Slump Without Breaking the Law 96

    4. CUSTOMERS 103

    The Different Types of Customers 105

    Are Buyers Really Liars? 110

    Building Rapport 114

    Listening: The Most Important Sales Skill 118

    Objections and How to Overcome Them Without Tears 122

    Dealing with Rejection 132

    Closing the Deal 136

    5. AFTER THE SALE 143

    What to Do/Not to Do After the Sale 145

    Spending Your Commission Checks 150

    Going from Hero to Zero 154

    Sales Management: Getting Promoted 156

    Sales Trainers and How to Spot the Con Men 161

    How to Switch Sales Jobs 165

    Rules for Quitting Your Sales Job 168

    Writing Your Letter of Resignation 170

    PSSD (Post-Sales Stress Disorder) 172

    CONCLUSION 177

    Acknowledgments 181

    Notes 183

    Index 185