Wiley Pathways Selling

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.

Spis treści:
Chapter 1: The Life and Career of a Professional Salesperson
Chapter 2: Ethical and Legal Issues in Selling
Chapter 3: Why People Buy: Understanding Buyer Behavior
Chapter 4: Communication Skills for Relationship Building
Chapter 5: Prospecting
Chapter 6: Planning the Sales Call
Chapter 7: Making the Sales Call
Chapter 8: Elements of a Great Sales Presentation
Chapter 9: Responding to Objections
Chapter 10: Closing the Sale
Chapter 11: After the Sale: Service to Build the Partnership
Chapter 12: Time and Territory Management: Keys to Success
Chapter 13: Managing and Training Others

Okładka tylna:
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.