SHORT CYCLE SELLING - BEATING YOUR COMPETITORS IN THE SALES IN SOUTH AFRICA

This item is sold brand new. It is ordered on demand from our supplier and is usually dispatched within 7 - 15 working days The first book on short cycle selling­­the fast-track route to a higher closing ratio Sales professionals today waste untold hours worrying about identifying, tracking, and timing their sales cycles. In Short Cycle Selling, author Jim Kasper trains his sights on the only important concept and goal in sales cycles­­shortening them. He walks professionals point-by-point through the series of steps that constitute the sales cycle­­from identifying prospects to negotiating and closing­­and at each step shows how to streamline the process. Short Cycle Selling is the first book to deal specifically with proven techniques that condense the time from prospecting to closing, while taking advantage of todays most innovative concepts in selling skills and E-technology. Packed with case studies and actual examples of short cycle selling success­­and techniques that were field tested on clients from Amoco and Pentax to Wells Fargo Bank­­this hands-on book reveals how to: Land more accounts Achieve greater sales volumes Generate greater sales income and satisfaction Features Summary Contains strategies to shorten and take charge of each stage in the sales process. This book provides coverage needed to understand and direct each step in the sales cycle... Author James Kasper Publisher McGraw-Hill Professional Release date 20020306 Pages 256 ISBN 0-07-138873-7 ISBN 13 978-0-07-138873-3