“ Professional sales people need a constant supply of prospects in order to obtain sales. This handbook provides ideas and methodology to ensure that you have quality leads to sell to. ”
Authors: Eric Smith and Jon Warner
Professional sales people need a constant supply of prospects in order to obtain sales. This handbook provides ideas and methodology to ensure that you have quality leads to sell to.
The Second Sales Handbook deals with sales presentations and sales negotiating.
The Third Sales Handbook provides many techniques and examples to help close a sale and preserve long term relationships.
This handbook is part of a series containing self-paced questionnaires and workshops and examples to enable people to improve their skills.
Handbook Contents:
The selling situation
The steps in making the sale
Methods of sales prospecting
The products or services
The sources of sales prospects
Action steps for prospecting
Identification of he prospect
The pre-approach
Product positioning
Customer targeting
Referrals and value-added opportunities
Summary
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Professional sales people need a constant supply of prospects in order to obtain sales. This handbook provides ideas and methodology to ensure that you have quality leads to sell to.
