Sales Process: Can You Sell Me a Pen? Book

Contents

Chapter 1 Can You Sell Me a Pen?....................1
Chapter 2 The Education of the Salesperson....................9
Chapter 3 Understanding Your Potential Customer....................15
Chapter 4 Customer Prospecting and Marketing....................23
Chapter 5 Your Sales Managers Involvement....................33
Chapter 6 Greeting Your Potential New Customer....................39
Chapter 7 Qualifying Questions You Have to Ask....................47
Chapter 8 Product or Service Presentation....................53
Chapter 9 Product or Service Demonstration....................59
Chapter 10 Selling the Benefits of Your Company....................67
Chapter 11 Asking for the Sale and Closing....................73
Chapter 12 Using a Company Worksheet to Close....................83
Chapter 13 The Psychology of Negotiating....................91
Chapter 14 An Example of a Price Negotiation....................103
Chapter 15 Handling Customer Objections....................113
Chapter 16 I'm Just Looking - I'm Just Shopping....................115
Chapter 17 What's Your Best Price - Bottom Line?....................119
Chapter 18 I Want to Think About It....................125
Chapter 19 Dealing with the Price Shopper....................129
Chapter 20 How to Answer In-Coming Sales Calls....................139
Chapter 21 Customer Follow Up Programs....................147
Chapter 22 Increasing Your Customer Be Backs....................155
Chapter 23 Salespersons Tracking Program....................161
Chapter 24 Who's a Qualified Buyer....................169
Chapter 25 Interviewing and Finding Employment....................171
Chapter 26 Designing your Resume....................175
Chapter 27 Organizing your Sales Training Meeting....................177
Chapter 28 Book Quiz - Grade Yourself....................179
Chapter 29 How to Break 80....................189
Chapter 30 Common Talk - Korean....................193
Consulting Services Offered....................199
Acknowledgements....................203
About the Author....................205