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110621s2010 nyu eng |
| 020 |
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|a 0814414834 (paperback : alk. paper)
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| 020 |
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|a 0814414842
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| 020 |
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|a 9780814414835 (paperback : alk. paper)
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| 020 |
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|a 9780814414842
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| 050 |
0 |
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|a HF5438.3
|b .W35 2011
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| 090 |
0 |
0 |
|a HF5438.3
|b .W35 2011
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| 100 |
1 |
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|a Walkup, Renee P. ,
|d 1957- ,
|e author
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| 245 |
1 |
0 |
|a Selling to anyone over the phone
|c Reene P. Walkup with Sandra McKee
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| 250 |
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|a 2nd ed
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| 260 |
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|b New York :
|b AMACOM, American Management Association ,
|c c2011
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| 300 |
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|a xiv, 210 p. :
|b ill. ;
|c 23 cm.
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| 500 |
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|a Includes index
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| 505 |
0 |
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|a 1. Setting up for success -- 2. Managing time and information for profitability -- 3. Identifying personality types over the phone -- 4. Getting gatekeepers to work for you -- 5. Asking high-value questions -- 6. Listening and presenting -- 7. Selling through objections -- 8. Negotiating the close -- 9. Using new technology in phone sales -- 10. Selling to customers from other cultures
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| 520 |
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|a "Selling over the phone requires more than just reading from a script. This guide shows sales pros what they need to know to dial their way to success."
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| 650 |
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0 |
|a Telephone selling
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| 700 |
1 |
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|a McKee, Sandra L. ,
|d 1952- ,
|e author
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| 999 |
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|a 1000141862
|b Book
|c OPEN SHELF (30 DAYS)
|e Gong Badak Campus
|