Product Description
Simply Successful Selling – For New Salespeople
Author: K Fisher
Format: Physical Hardcopy
Simply Successful Selling is a concise, practical and comprehensive self-study book for new salespeople in the retail, manufacturing and service sectors.
It deals with each step of the selling cycle (from preparing for a sale, to follow-up and building a loyal customer base), as well as with how to handle difficult prospective customers, and understand buyer behaviour and buying signals. Furthermore, it examines the most recent developments in selling techniques, such as the application of neurolinguistic programming. It is easy to read and contains many useful checklists of essential prerequisites for selling and for salespeople.
The book is tailored to self-study, with numerous realistic, practical examples and selftest case studies which readers can use to practice their developing sales skills. It ends with two self-test examinations through which readers can assess their competency. Simply Successful Selling is an extremely useful learning guide for all salespeople who need to get the basics of their profession right.
The author, Kenneth Fisher , has an MPhil degree in Training and Development. He has been training both new and experienced salespeople in the retail furniture and financial services sectors and in the wine, insurance and travel industries, as well as entrepreneurs, since 1980. He also lectures part-time in the field of marketing management at several South African and overseas-based universities.
Contents:
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Chapter 1. Introduction
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Chapter 2. The selling cycle
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Chapter 3. Preparation: planning the sale
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Chapter 4. Prospecting
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Chapter 5. First contact
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Chapter 6. Qualifying customer needs
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Chapter 7. Sales presentation
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Chapter 8. Handling objections
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Chapter 9. Negotiating sales with customers
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Chapter 10. Closing the sale
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Chapter 11. The final greeting
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Chapter 12. Follow-up or aftercare
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Chapter 13. Getting repeat business and referrals and building a loyal customer base
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Chapter 14. Understanding buyer behaviour and buying signals
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Chapter 15. Understanding the application of neurolinguistic programming and body language to selling
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Chapter 16. How to handle difficult prospective customers
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Chapter 17. The things great salespeople do right all the time
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Chapter 18. The most common mistakes made by average and poor salespeople
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Chapter 19. Facilitating the meeting of minds between salespeople and customers
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Chapter 20. Dispelling some common myths about selling
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Chapter 21. Conclusion
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Appendices Appendix A: Model answers to case studies Appendix B: Self-test examination: theory Appendix C: Self-test examination: practice Appendix D: Model answers for self-test examination: theory Appendix E: Model answers for self-test examination: practice
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