The Perfect Sales Presentation: These Five Top Sales Professionals Show You, Step by Step, How To Sell...

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Robert L. Shook

The Perfect Sales Presentation

These Five Top Sales Professionals Show You, Step by Step, How To Sell Successfully

Robert L. Shook

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English

Random House USA Inc
01 March 1995

Management: leadership & motivation; Sales & marketing; Advice on careers & achieving success

America's best salespeople, from businesses spanning IBM to Mary Kay Cosmetics, take you along on the perfect sales presentation.

There's much more to superselling than just showing a great product. Sales presentations that consistently get results are subtle blends of skill, performance, and manipulation. It's a craft that's almost magical-but a craft that can be learned. Now, five of the top salespeople in America-Martin Shafiroff, Betty C. Hardeman, Joe Gandolfo, Mary Kay Ash, and Buck Rodgers- distill lifetimes of sales expertise into a step-by-step guide that can help you succeed, regardless of the product or service you're selling.

You'll watch as a fictional character-representing the combined experience of these five leading sales pros-conducts the perfect presentation- from getting past a secretary on the phone to turning a recalcitrant executive into an eager new customer. Then you'll hear detailed commentary from each of the five experts on subjects including-

. Doing your homework beforehand

. Creating initial interest

. Fact finding

. Presenting the product

. Controlling-and assuming-the sale

. Overcoming objections

. Closing the sale

. Servicing the customer

The Perfect Sales Presentation shows you dozens of techniques in action that can make your presentations more effective-and more lucrative. In a world that is ever more competitive, here is practical sales advice from the best- your personal edge that can help get you to the top-and keep you there.

By: Robert L. Shook
Imprint: Random House USA Inc
Dimensions: Height: 229mm, Width: 152mm, Spine: 13mm
Weight: 286g
ISBN: 9780553762907
ISBN 10: 0553762907
Pages: 208
Publication Date: 01 March 1995
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

Robert L. Shook is the author ofmore than fifty books.He specializesin nonfiction writing, primarily business-related books. During hiscareer, he has interviewed thousands of people, including a widevariety of high-profile individuals.