Descriere: In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don'ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.
Autori: Linda Richardson | Editura: McGraw-Hill Companies | Anul aparitiei: 1997 | ISBN: 9780070525580 | Numar de pagini: 288 | Categorie: Business
Park Davis, Susannah Craig
The Complete Idiot's Guide to Running a Bed and Breakfast
This book holds all the secrets to opening and running a successful inn. It gives you guidelines for choosing a profitable location and describes a day in the life of the average inn owner. You can find information about how to write up a business plan, what to include on you Web site, what "house rules" you need to set up to keep your guests and your investment safe, and how to use your own personal touch to make your inn unique.
Alpha Books
Every Manager's Desk Reference
Providing self-contained how-to sections, this reference guide includes contributions from leading experts in the fields of managing organizations, marketing, stress and time management, and customer service.
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In Negotiating Rationally , Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents' behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.