Selling to Win

by Denny, Richard

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Title Statements

Full title :Selling to Win / Richard Denny.

Summary

Recognized internationally as one of the most effective sales improvement guides ever written, Selling to Win is an invaluable text for sales and marketing professionals. It explains clearly how to put winning techniques into action, featuring advice on getting a sale despite not being the cheapest, turning a customer into an ambassador, building a positive attitude that gets results, beating the competition and closing a sale. This 25th anniversary edition of Selling to Win has been revised and is full of even more sales tips and essential practical advice. With a foreword from James Caan, successful entrepreneur, author and former investor on BBC's Dragon's Den, it has been updated to reflect current selling techniques and includes success stories from readers of the previous editions who applied what they learned in the book.

Edition Statements

Publication Date:2013
Edition:4th

Publication Statements

Publisher(s):Kogan Page
Place of Publication:London
Language:eng
Publication Date:2013

Notes

"Kogan Page"

The Physical Object

Description:224 pages : 552 cm.

Edition Identifiers

ISBN:0749466316, 9780749466312
oclc:on1309026849

00: Introduction; 01: Selling in perspective; 02: Planning to win; 03: The vital ingredient; 04: Finding the time; 05: Finding the business; 06: Getting the appointment; 07: The rules of professional selling; 08: The sales presentation; 09: Closing the sale; 10: The principles of professionalism; 11: Giving real service; 12: Handling objections; 13: Negotiation; 14: Letter writing; 15: Body language; 16: Avoiding the negative; 17: Don't quit