One-to-One for Sales Professionals: Scripts for Achieving Success in the Marketplace - Softcover

Caroselli, Dr. Marlene

Softcover

ISBN 10: 0028640705 ISBN 13: 9780028640709

Publisher: Imprint Unknown, 2001

Synopsis

From recognizing boredom in a sales call to overcoming resistance from a customer, effective communication skills are the key to a sales professional's success. One-to-One for Sales Professionals has chapters on telemarketing, overcoming resistance, questioning, listening, recognizing signals, pitching, motivation, closing, follow-through and creative selling methods. Each lesson includes discussion of a situation, personality types, suggested words and phrases, a graphic dialogue, opening lines, responses, plus adaptations and careful questions to ask yourself in order to focus on accomplishing successful sales techniques.

About this title

About the Author

After earning her doctorate in education at the University of Rochester, Marlene Caroselli left the public classroom and her native New York State in 1980 and headed to the West Coast. She soon began working as a manager for Trizec Properties, Inc., and as an adjunct professor for UCLA, Clemson University, Michigan State University, and National University. Her university work led to training contracts with the Department of Defense and with such Fortune 100 firms as Lockheed Martin, Northrop Grumman, and Allied-Signal.

In 1984, she founded the Center for Professional Development and began adding books to her list of professional achievements. Her first book, The Language of Leadership, was chosen a main selection by Newbridge's Executive Development Book Club. Since that publication, she has written 44 additional books, including Quality Care, being offered as a three-day workshop by the American Society for Quality. Her latest book, Principled Persuasion: Influence with Integrity, Sell with Standards, was recently named a Director's Choice by Doubleday Book Club. She is also author of Leadership Skills for Managers, a title in the Briefcase Books series.

In addition to books, Dr. Caroselli writes frequently for Stephen Covey's Executive Excellence, for the International Customer Service Association Journal, and for the National Business Employment Weekly, as well as for numerous other print and electronic publications.

She has conducted training in more than half the states in the United States and has presented programs as well in Guam, Singapore, Montreal, and Sao Paolo, Brazil. Her corporate clients include Eastman Kodak, Xerox, Bausch & Lomb, Mobil, Chevron, Rockwell, Hughes Aircraft, and Magnavox. Numbered among the federal agencies with which she has worked are the Departments of Labor, Transportation, Agriculture, Interior, the General Services Administration, and the Bureau of Indian Affairs.

Further, she makes presentations for organizations such as The Executive Committee, the Mortgage Bankers Association, The Institute for International Research, the American Society for Training and Development, Public Relations Society of America, Professional Secretaries International, and a variety of other associations.

Edition details

• Publisher: Imprint Unknown
• Publication date: 2001
• Language: English
• ISBN 10: 0028640705
• ISBN 13: 9780028640709
• Binding: Paperback
• Number of pages: 408