The sales advantage :（销售的有利条件）|报价￥153.00|图书,进口原版,Business & Investing 经管与理财,Marketing & Sales 营销及销售,Dale Carnegie
品牌：Dale Carnegie
基本信息
·出版社：Pocket Books
·页码：304 页码
·出版日：2003年
·ISBN：9780743244329
·条码：9780743244329
·装帧：平装
内容简介
Now, for the first time ever, the time-tested, proven techniques perfected by the world-famous Dale Carnegie® sales training program are available in book form.The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did as recently as ten years ago is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield.The Sales Advantagewill enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. The book includes specific advice for each stage of the eleven-stage selling process, such as:• How to find prospects from both existing and new accounts
• The importance of doing research before approaching potential customers
• How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
• How to reach the decision makers
• How to sell beyond questions of priceThe cutting-edge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn real-world challenges into new opportunities.The Sales Advantageis a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.
作者简介
Dale Carnegie and Associates, Inc,has produced three giant international bestsellers --How to Win Friends and Influence People, How to Stop Worrying and Start Living,andHow to Enjoy Your Life and Your Job-- with more than thirty million copies sold to date. Their most recent bestseller isThe Leader in You.More than twenty-five hundred people around the world enroll in Dale Carnegie courses each week, adding to the five million people who have graduated from the world-famous self-improvement and training programs.
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书评
From Publishers Weekly
According to the business sages at Dale Carnegie & Associates, Inc., sales make the world go round. That’s a bold statement, but when you consider that a driver for an international freight company may not have a job if a salesperson hasn’t sold the products being delivered, or that an aerospace engineer wouldn’t have anything to do if an account executive hadn’t secured a contract for commercial jets, it makes pretty good sense. In this snappy guide to making winning transactions, the organization behind the colossal bestseller How to Win Friends and Influence People explains the ins and outs of finding prospects, getting their attention, building trust, giving customers what they want, negotiating, handling objections and securing the sale. The suggestions range from the practical (e.g., make sure the audiovisual equipment works before giving a sales presentation) to the psychological (e.g., figure out the customer’s emotional motive for buying something); taken together, they make for a good primer for novices and a perfect refresher for old hands.
Copyright 2003 Reed Business Information, Inc.--This text refers to theHardcoveredition.
FromBooklist
Salespeople are always looking for ways to overcome objections and close more deals, but all good salespeople know there is no magic formula to achieve this. The authors tell us that, like playing an instrument, selling is hard and unpleasant at first, but with practice it can become easy and even enjoyable. This highly readable guide for creating better long-term relationships with customers comes from the same group that produced the best-sellerThe Leader in You: How to Win Friends, Influence People, and Succeed in a Changing World(1993). They take you through the process step-by-step, from prospecting to preparing for initial contact, getting through the "gatekeepers" to reach the decision makers, using proper etiquette for phone and in-person presentations, to selling beyond questions of price. Tips include avoiding cliche "danger words," such asbest, largest,orhighestquality, unless you can back them up with facts and evidence. There are sections covering different styles and showmanship, interpreting and using body language to your advantage, knowing when it''s time to walk away from a sale, and overcoming objections by validating your customer''s concerns.David Siegfried
Copyright © American Library Association. All rights reserved--This text refers to theHardcoveredition.
Review
Brad Houge John Deere Company, North American Training Shortly after training our people with the Dale Carnegie Sales Advantage approach, one of our dealers had a big success at their open house. They sold four times more product than at previous similar events. The objective ofThe Sales Advantageis to strengthen the performance and behavior of salespeople. We saw it happen. John Deere Company uses the Sales Advantage program to improve both our sales staff''s performance and the bottom line for our clients and us. The concepts provide a repeatable and proven sales process that helps salespeople to sell from a buyer''s point of view. Once the concepts were implemented we saw a positive behavioral change in our salespeople and in their results.--This text refers to theHardcoveredition.
编辑推荐
From Publishers Weekly
According to the business sages at Dale Carnegie & Associates, Inc., sales make the world go round. That’s a bold statement, but when you consider that a driver for an international freight company may not have a job if a salesperson hasn’t sold the products being delivered, or that an aerospace engineer wouldn’t have anything to do if an account executive hadn’t secured a contract for commercial jets, it makes pretty good sense. In this snappy guide to making winning transactions, the organization behind the colossal bestseller How to Win Friends and Influence People explains the ins and outs of finding prospects, getting their attention, building trust, giving customers what they want, negotiating, handling objections and securing the sale. The suggestions range from the practical (e.g., make sure the audiovisual equipment works before giving a sales presentation) to the psychological (e.g., figure out the customer’s emotional motive for buying something); taken together, they make for a good primer for novices and a perfect refresher for old hands.
Copyright 2003 Reed Business Information, Inc.--This text refers to theHardcoveredition.
FromBooklist
Salespeople are always looking for ways to overcome objections and close more deals, but all good salespeople know there is no magic formula to achieve this. The authors tell us that, like playing an instrument, selling is hard and unpleasant at first, but with practice it can become easy and even enjoyable. This highly readable guide for creating better long-term relationships with customers comes from the same group that produced the best-sellerThe Leader in You: How to Win Friends, Influence People, and Succeed in a Changing World(1993). They take you through the process step-by-step, from prospecting to preparing for initial contact, getting through the "gatekeepers" to reach the decision makers, using proper etiquette for phone and in-person presentations, to selling beyond questions of price. Tips include avoiding cliche "danger words," such asbest, largest,orhighestquality, unless you can back them up with facts and evidence. There are sections covering different styles and showmanship, interpreting and using body language to your advantage, knowing when it's time to walk away from a sale, and overcoming objections by validating your customer's concerns.David Siegfried
Copyright © American Library Association. All rights reserved--This text refers to theHardcoveredition.
专业书评
Review
Brad Houge John Deere Company, North American Training Shortly after training our people with the Dale Carnegie Sales Advantage approach, one of our dealers had a big success at their open house. They sold four times more product than at previous similar events. The objective ofThe Sales Advantageis to strengthen the performance and behavior of salespeople. We saw it happen. John Deere Company uses the Sales Advantage program to improve both our sales staff's performance and the bottom line for our clients and us. The concepts provide a repeatable and proven sales process that helps salespeople to sell from a buyer's point of view. Once the concepts were implemented we saw a positive behavioral change in our salespeople and in their results.--This text refers to theHardcoveredition.
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