Pocket Guide to Selling Services and Products (Paperback)

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Product Overview

This Pocket Guide is a cartoon book with a serious message - it explores the world of commercial transactions: selling products and services. It will take the salesperson through the course of the sales process in an informative and entertaining way. ''Selling Services'' and Products begins by establishing an understanding of the customers'' needs and moves through getting an appointment to meet them, to the moment when the sale is closed. It examines the differences between selling services and products and consolidates that information by an exercise at the end of each chapter. Everybody constantly makes transactions of one kind or another, so the selling process embodies a fundamental human activity - the need to persuade somebody about something, so that both parties benefit. This book will profit not only sales executives, but everyone.


From the hugely popular ''pocket guide'' series
Unique easy-to-read style
Extensive use of case-studies and exercises

Specifications

Publisher Butterworth-Heinemann
Mfg Part# 9780750626415
SKU 30134482
Format Paperback
ISBN10 0750626410
Release Date 4/10/2007
Physical
Dimensions (in Inches) 7.5H x 5L x 0.25T
From the Publisher
Editors Note This pocket guide is a cartoon book with a serious message - it explores the world of commercial transactions: selling products and services. It will take the salesperson through the course of the sales process in an informative and entertaining way. Selling Services and Products begins by establishing an understanding of customers' needs and moves through getting an appointment to meet them, to the moment when the sale is closed. It examines the differences between selling services and products and consolidates that information by an exercise at the end of each chapter. Everybody constantly makes transactions of one kind or another, so the selling process embodies a fundamental human activity - the need to persuade somebody about something, so that both parties benefit. This book will profit not only sales executives, but everyone.
Editors Note 1 This Pocket Guide is a cartoon book with a serious message - it explores the world of commercial transactions: selling products and services. It will take the salesperson through the course of the sales process in an informative and entertaining way. 'Selling Services' and Products begins by establishing an understanding of the customers' needs and moves through getting an appointment to meet them, to the moment when the sale is closed. It examines the differences between selling services and products and consolidates that information by an exercise at the end of each chapter. Everybody constantly makes transactions of one kind or another, so the selling process embodies a fundamental human activity - the need to persuade somebody about something, so that both parties benefit. This book will profit not only sales executives, but everyone.From the hugely popular 'pocket guide' seriesUnique easy-to-read styleExtensive use of case-studies and exercises
Editors Note 2 This Pocket Guide is a cartoon book with a serious message - it explores the world of commercial transactions: selling products and services. It will take the salesperson through the course of the sales process in an informative and entertaining way. 'Selling Services' and Products begins by establishing an understanding of the customers' needs and moves through getting an appointment to meet them, to the moment when the sale is closed. It examines the differences between selling services and products and consolidates that information by an exercise at the end of each chapter. Everybody constantly makes transactions of one kind or another, so the selling process embodies a fundamental human activity - the need to persuade somebody about something, so that both parties benefit. This book will profit not only sales executives, but everyone.From the hugely popular 'pocket guide' seriesUnique easy-to-read styleExtensive use of case-studies and exercises
Product Attributes
eBooks Kobo
Book Format Paperback
Number of Pages 0096
Publisher Butterworth-Heinemann

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