TY  - BOOK
AU  - Azar,Brian
AU  - Foley,Len
TI  - Your successful sales career
SN  - 9780814408254
AV  - HF5438.25 .A95 2004
PY  - 2004///
CY  - New York
PB  - AMACOM, American Management Association
KW  - Selling
KW  - Customer relations
N1  - Includes index; Introduction -- Getting started -- Discovering the salesperson within -- Creating a "go" plan of action -- Finding the right job -- Getting started on the job -- Say goodbye to the old game of sales -- Getting there--the 10-step interview for sales success -- Step 1-pre-call planning -- Step 2-establishing rapport -- Step 3-finding the pain -- Step 4-budget, terms, and conditions -- Step 5-finding the decision maker -- Step 6-the review -- Step 7-the presentation -- Step 8-the reinforcement -- Step 9-the close -- Step 10-after the sale -- Staying on top -- Why sales careers plateau -- Optimize your time with client categories -- Marketing strategies for selling professionals
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ER  -