The Selling Process: A Handbook Of Salesmanship Principles - Softcover

Hawkins, Norval Abiel

Softcover

ISBN 10: 1432545906 ISBN 13: 9781432545901

Verlag: Kessinger Publishing, LLC, 2007

Inhaltsangabe

The Selling Process: A Handbook Of Salesmanship Principles by Norval Abiel Hawkins is a comprehensive guide to the art of selling. The book covers all aspects of the selling process, from the initial contact with a potential customer to closing the sale and following up afterwards. It provides readers with a practical, step-by-step approach to salesmanship, emphasizing the importance of building relationships with customers and understanding their needs and motivations.The book is divided into several sections, each covering a different aspect of the selling process. The first section focuses on the fundamentals of selling, including the importance of attitude, preparation, and communication skills. The second section covers the various stages of the sales process, including prospecting, qualifying leads, making presentations, handling objections, and closing the sale.The third section of the book explores advanced sales techniques, such as consultative selling, relationship selling, and strategic account management. It also includes chapters on sales management, sales training, and sales ethics.Throughout the book, Hawkins provides practical advice and real-world examples to help readers understand and apply the principles of salesmanship. He also includes exercises and self-assessment tools to help readers evaluate their own skills and identify areas for improvement.Overall, The Selling Process is an essential resource for anyone involved in sales, from beginners to experienced professionals. It offers a comprehensive guide to the principles and practices of effective salesmanship, and provides readers with the tools they need to succeed in this challenging and rewarding field.This scarce antiquarian book is a facsimile reprint of the old original and may contain some imperfections such as library marks and notations. Because we believe this work is culturally important, we have made it available as part of our commitment for protecting, preserving, and promoting the world's literature in affordable, high quality, modern editions, that are true to their original work.

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Reseña del editor

This scarce antiquarian book is a facsimile reprint of the original. Due to its age, it may contain imperfections such as marks, notations, marginalia and flawed pages. Because we believe this work is culturally important, we have made it available as part of our commitment for protecting, preserving, and promoting the world's literature in affordable, high quality, modern editions that are true to the original work.

Reseña del editor

Sixth Edition IN 1904 I sold my services as aC ertified Public Accountant to Henry Ford and became Auditor of the Ford Motor Company. Three years later I sold myself into the big job of Commercial and General Sales Manager. Then for twelve years I directed the marketing ofF ord products all over the world. Our sales were multiplied 132 times from 6,181 to 815,912 cars a year. In selling my personal services and ideas, and in selling goods, I have used a particular selling process. I have learned what sales principles and methods are most effective. That the practice of these principles and methods assures success in selling has been proved, not only in my own wide experience, but also by tests I have made with the thousands of salesmen it has been my privilege to direct as an executive. Many of the best salesmen we had in the Ford Motor Company were developed from flat failures into certain successes by training in the selling process we worked out. More than fifty thousand salesmen and sales managers are using this selling process in their daily work. The present book describing and explaining it is now in the sixth edition; though it was first published only two years ago. Countless numbers of readers have written to me that by studying THE SELLING PROCESS they have increased their sales power from ten percent to several hundred per cent.
(Typographical errors above are due to OCR software and don't occur in the book.)

About the Publisher

Forgotten Books is a publisher of historical writings, such as: Philosophy, Classics, Science, Religion, History, Folklore and Mythology.

Forgotten Books' Classic Reprint Series utilizes the latest technology to regenerate facsimiles of historically important writings. Careful attention has been made to accurately preserve the original format of each page whilst digitally enhancing the aged text.

Details zur Ausgabe

• Verlag: Kessinger Publishing, LLC
• Erscheinungsdatum: 2007
• Sprache: Englisch
• ISBN 10: 1432545906
• ISBN 13: 9781432545901
• Einband: Tapa blanda
• Anzahl der Seiten: 312
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar