Wiley Pathways Selling: Building Relationships and Achieving Results - Softcover

Hopkins, Tom; Dalrymple, Douglas J.; Cron, William L.; DeCarlo, Thomas E.

Softcover

ISBN 10: 0470111259 ISBN 13: 9780470111253

Publisher: Wiley, 2007

Synopsis

Salesmanship is an essential skill that carries over into many industries. In Selling, the latest text from the Business series in the Wiley Pathways imprint, students learn up-to-date information and techniques on prospecting, planning sales calls, making great presentations, and closing the sale.

About this title

About the Author

Tom Hopkins, bestselling author of How to Master the Art of Selling, is a world-renowned sales trainer. Over 100,000 people attend his seminars every year, and 1 million more use his training videos.

From the Back Cover

You can get there

Where do you want to go? You might already be working in the sales field and may be looking to expand your skills. You might be setting out on a new career path. Or, you might want to learn more about exciting opportunities as a salesperson.

Wherever you want to go, Wiley Pathways Selling will help you get there. Easy-to-read, practical, and up-to-date, this text not only helps you learn fundamental sales skills; it also helps you master the core competencies and skills you need to succeed in the classroom and in the real world. The book's brief, modular format and variety of built-in learning resources enable you to learn at your own pace and focus your studies.

With this book, you will be able to:

• Understand buyer behavior and how to uncover the needs and wants of customers.
• Communicate effectively and build a relationship with your buyer.
• Prospect for and qualify new customers.
• Plan for a sales call, including digging up needed information, developing an effective marketing strategy, and clarifying your sales presentation objectives.
• Ace the sales call—get the appointment and make a positive impression.
• Respond to objections and negotiate buyer concerns and problems.
• Close the sale—know the techniques that help you help your customer make the right decision, seal the deal, and counter common stalling tactics.
• Build and strengthen your partnership with your customer after the sale.
• Manage your time and your territory effectively.
• Recruit, manage, and train others, as you advance in your career.

Wiley Pathways helps you achieve your goals

When it comes to learning about business, not every student is on the same path, but every student wants to succeed. The business series in the new Wiley Pathways imprint helps you achieve your goals. The books in this series—Marketing, Business Communication, Finance, Business Math, Real Estate, Small Business Management, Supervision, Project Management, Selling, and Personal Finance—offer a coordinated curriculum for learning business. Learn more at www.wiley.com/go/pathways.

From the Inside Flap

You can get there

Where do you want to go? You might already be working in the sales field and may be looking to expand your skills. You might be setting out on a new career path. Or, you might want to learn more about exciting opportunities as a salesperson.

Wherever you want to go, Wiley Pathways Selling will help you get there. Easy-to-read, practical, and up-to-date, this text not only helps you learn fundamental sales skills; it also helps you master the core competencies and skills you need to succeed in the classroom and in the real world. The book’s brief, modular format and variety of built-in learning resources enable you to learn at your own pace and focus your studies.

With this book, you will be able to:

• Understand buyer behavior and how to uncover the needs and wants of customers.
• Communicate effectively and build a relationship with your buyer.
• Prospect for and qualify new customers.
• Plan for a sales call, including digging up needed information, developing an effective marketing strategy, and clarifying your sales presentation objectives.
• Ace the sales call—get the appointment and make a positive impression.
• Respond to objections and negotiate buyer concerns and problems.
• Close the sale—know the techniques that help you help your customer make the right decision, seal the deal, and counter common stalling tactics.
• Build and strengthen your partnership with your customer after the sale.
• Manage your time and your territory effectively.
• Recruit, manage, and train others, as you advance in your career.

Wiley Pathways helps you achieve your goals

When it comes to learning about business, not every student is on the same path, but every student wants to succeed. The business series in the new Wiley Pathways imprint helps you achieve your goals. The books in this series––Marketing, Business Communication, Finance, Business Math, Real Estate, Small Business Management, Supervision, Project Management, Selling, and Personal Finance—offer a coordinated curriculum for learning business. Learn more at www.wiley.com/go/pathways.

Edition details

• Publisher: Wiley
• Publication date: 2007
• Language: English
• ISBN 10: 0470111259
• ISBN 13: 9780470111253
• Binding: Paperback
• Edition number: 1
• Number of pages: 352