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Managing Sales

Managing Sales


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About the Book

In this constantly evolving world, the nature of selling is also changing-from merely persuading the buyer to buy a product to developing a permanent relationship between the seller and the customer. Therefore, better skills are required to b e a successful sales person. This book tells you all about selling successfully-right from approaching the customer to closing the deal.

Table of Contents:
Selling; A Sale; What is Selling; Selling Dos and Donts; The Product; What One Sells; Negative Selling; Successful Selling; Successful Selling; What Makes Selling Successful; Profile of a Successful Seller; Reaching Out; Collecting References; Asking for the Business Card; Consulting the Telephone Directory; Other Methods; Advertising; Effective Advertising; Selling Services; Selling Process; Prospecting; Preparing; The First Call; Presentation; Responding to Prospects Queries; Sale Closure; The Final Act.

About the Author :
Y C Halan, a Senior Fulbright Fellow, is the director of Chronicle School of Media & Communication. He is a member of the Press Council of India, and Consulting Editor, Asia Defence News. He has a doctorate in Economics from Jawaharlal Nehru University, New Delhi. He was Editor of The Financial Express (Delhi), Editor of Enhance and HT Investor (Hindustan Times) and CC Times of Times of India. He was Correspondent of Chronicle of Higher Education, Washington D.C. (USA). Dr Halan is on the Governing Bodies of Delhi Public Schools at Jamshedpur, Rewari, Nigashi and Vidhyanagar


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Product Details
  • ISBN-13: 9781845574369
  • Publisher: New Dawn Press
  • Publisher Imprint: New Dawn Press
  • Language: English
  • Weight: 130 gr
  • ISBN-10: 1845574362
  • Publisher Date: 01 Jan 2005
  • Binding: Paperback
  • No of Pages: 96


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