Compete and Win in Telecom Sales

A Step-by -Step Guide for Successful Selling

Philip Max Kay

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English

McGraw-Hill Inc.,US
15 February 2001

Sales & marketing; Postal & telecommunications industries; Communications engineering & telecommunications

For anyone ready to launch a successful career in sales for telecom equipment, services and technologies, or for veterans ready to break through to a higher level, this book provides a practical eight-step program for successful selling. The rapidly chang

By: Philip Max Kay
Imprint: McGraw-Hill Inc.,US
Country of Publication: United States
Dimensions: Height: 234mm, Width: 156mm, Spine: 10mm
Weight: 350g
ISBN: 9781578200627
ISBN 10: 1578200628
Pages: 170
Publication Date: 15 February 2001
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

Preface, Chapter 1 - The Wonderful World of Selling, Chapter 2 - The Eight-Step Sales Process, Chapter 3 - Step 1: Prospecting - The Foundation of Success, Chapter 4 - Step 2: Great First Appointments, Chapter 5 - Step 3: Qualifying, Chapter 6 - Step 4: Fact-Finding, Chapter 7 - Step 5: Effective Presentations, Chapter 8 - Step 6: Overcoming Objections, Chapter 9 - Step 7 : Closing, Chapter 10 - Step 8: Follow-Up and Support, Chapter 11 - Success and Failure

Philip Max Kay is the #1 sales trainer in the telecommunications industry, having trained over 5,000 telecommunications sales professionals. His clients range from many well-known telecom companies such as SBC Communications, Sprint, Ericsson, Nortel, Lucent, Toshiba and Panasonic, to small emerging telecom companies such as e.spire, KMC Telecom, Gillette Gobal Networking and Staples Communications. Mr. Kay has a B.A. in economics from Colby College, and an MBA in marketing from Boston University.