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Your guide to the most up-to-date selling strategies and techniques
No matter your skill level, this new edition of Selling For Dummies
helps you lay the foundation for sales success with the latest
information on how to research your prospects, break down the steps
of the sales process, follow up with customers, and so much more.
Selling, when done right, is more than a job it's an art. With the
help of Selling For Dummies, you'll discover how to stand
head-and-shoulders above the crowd by knowing your clients, and
approaching selling with passion and a positive attitude. The book
covers making killer sales pitches and presentations, using the
latest technologies to your advantage, establishing goals and
planning your time efficiently, partnering with others, addressing
clients' concerns, and closing more sales. * Includes expert tips
for harnessing the power of the Internet to increase sales * Covers
the latest selling strategies and techniques in the Digital Age *
Explains how mastering selling skills can benefit all areas of your
life * Explores the newest prospecting and qualification strategies
If you're brand new to the sales scene or a seasoned salesperson
looking to win more clients and close more sales, Selling For
Dummies sets you up for success.
"A revised and updated edition of How to master the art of selling,
which educates on how to succeed in sales, including new
information on using the latest research techniques and using
e-mail and online resources to generate deals more quickly and
efficiently"--Provided by the publisher.
Every journey begins with a first step, and the first step to success in sales is prospecting -- locating and meeting prospective clients. Author Tom Hopkins, who made his first million by age 27 and wrote the popular Selling For Dummies, brings more than 30 years of experience and practical know-how to Sales Prospecting For Dummies. Prospecting, says Hopkins, is a two-part process: finding the people to sell, and selling the people you find. In this power-packed guide to prospecting, you discover an abundance of inside advice on strategies for success, winning words and phrases, making contacts, keeping your potential customers' needs in mind, building on your past successes with referrals to new clients, and learning how to face -- and overcome -- failure and rejection. Whether you're shy around strangers or are a seasoned career salesperson, Sales Prospecting For Dummies gives you the tips and tools you need in order to set (and achieve) realistic sales goals, manage your time efficiently, avoid common mistakes and misconceptions about prospecting, and ultimately boost your sales...and your income.
Since the Middle Ages, Africans have lived in Germany as slaves and
scholars, guest workers and refugees. After Germany became a
unified nation in 1871, it acquired several African colonies but
lost them after World War I. Children born of German mothers and
African fathers during the French occupation of Germany were
persecuted by the Nazis. After World War II, many children were
born to African American GIs stationed in Germany and German
mothers. Today there are 500,000 Afro-Germans in Germany out of a
population of 80 million. Nevertheless, German society still sees
them as "foreigners," assuming they are either African or African
American but never German. In recent years, the subject of
Afro-Germans has captured the interest of scholars across the
humanities for several reasons. Looking at Afro-Germans allows us
to see another dimension of the nineteenth- and early
twentieth-century ideas of race that led to the Holocaust.
Furthermore, the experience of Afro-Germans provides insight into
contemporary Germany's transformation, willing or not, into a
multicultural society. The volume breaks new ground not only by
addressing the topic of Afro-Germans but also by combining scholars
from many disciplines. Patricia Mazon is Associate Professor in the
Department of History at the State University of New York at
Buffalo. Reinhild Steingrover is Assistant Professor in the
Department of Humanities at the Eastman School of Music at the
University of Rochester.
Verkaufen ist Kampf, verkaufen ist Kunst und gemeinhin wird es
unterschAtzt. Ein guter VerkAufer braucht Strategie, Leidenschaft
und das richtige Handwerkszeug. Die Leidenschaft mA1/4ssen Sie
schon selbst aufbringen, aber Strategie und Handwerkszeug finden
Sie in A"Erfolgreich Verkaufen fA1/4r DummiesA". Tom Hopkins ist
als VerkAufer zum MultimillionAr geworden und lA1/4ftet fA1/4r Sie
nun die Geheimnisse seines Erfolgs. Er erklArt Ihnen, wie Sie
Termine setzen, sich richtig prAsentieren, was Sie A1/4ber Ihr
Produkt wissen mA1/4ssen, wie Sie Bedenken zerstreuen und zu guter
Letzt den Abschluss tAtigen. Ist das alles? Noch lange nicht, er
verrAt Ihnen auch, warum Sie nicht zu viel A1/4ber Ihr Produkt
verraten sollten ...
An exploration of the subject of Afro-Germans, which, in recent
years has captured the interest of scholars across the humanities
for providing insight into contemporary Germany's transformation
into a multicultural society. Since the Middle Ages, Africans have
lived in Germany as slaves and scholars, guest workers and
refugees. After Germany became a unified nation in 1871, it
acquired several African colonies but lost them after World War I.
Children born of German mothers and African fathers during the
French occupation of Germany were persecuted by the Nazis. After
World War II, many children were born to African American GIs
stationed in Germany and German mothers. Today there are 500,000
Afro-Germans in Germany out of a population of 80 million.
Nevertheless, German society still sees them as "foreigners,"
assuming they are either African or African American but never
German. In recent years, the subject of Afro-Germans has captured
the interest of scholars across the humanities for several reasons.
Looking at Afro-Germans allows us to see another dimension of the
nineteenth- and early twentieth-century ideas of race that led to
the Holocaust. Furthermore, the experience of Afro-Germans provides
insight into contemporary Germany's transformation, willing or not,
into a multicultural society. The volume breaks new ground not
onlyby addressing the topic of Afro-Germans but also by combining
scholars from many disciplines. Patricia Mazon is Associate
Professor in the Department of History at the State University of
New York at Buffalo. Reinhild Steingrover is Assistant Professor in
the Department of Humanities at the Eastman School of Music at the
University of Rochester.
This scarce antiquarian book is included in our special Legacy
Reprint Series. In the interest of creating a more extensive
selection of rare historical book reprints, we have chosen to
reproduce this title even though it may possibly have occasional
imperfections such as missing and blurred pages, missing text, poor
pictures, markings, dark backgrounds and other reproduction issues
beyond our control. Because this work is culturally important, we
have made it available as a part of our commitment to protecting,
preserving and promoting the world's literature.
This scarce antiquarian book is included in our special Legacy
Reprint Series. In the interest of creating a more extensive
selection of rare historical book reprints, we have chosen to
reproduce this title even though it may possibly have occasional
imperfections such as missing and blurred pages, missing text, poor
pictures, markings, dark backgrounds and other reproduction issues
beyond our control. Because this work is culturally important, we
have made it available as a part of our commitment to protecting,
preserving and promoting the world's literature.
You "can" get there
Where do you want to go? You might already be working in the
sales field and may be looking to expand your skills. You might be
setting out on a new career path. Or, you might want to learn more
about exciting opportunities as a salesperson.
Wherever you want to go, "Wiley Pathways Selling" will help you
get there. Easy-to-read, practical, and up-to-date, this text not
only helps you learn fundamental sales skills; it also helps you
master the core competencies and skills you need to succeed in the
classroom and in the real world. The book's brief, modular format
and variety of built-in learning resources enable you to learn at
your own pace and focus your studies.
With this book, you will be able to: Understand buyer behavior
and how to uncover the needs and wants of customers. Communicate
effectively and build a relationship with your buyer. Prospect for
and qualify new customers. Plan for a sales call, including digging
up needed information, developing an effective marketing strategy,
and clarifying your sales presentation objectives. Ace the sales
call--get the appointment and make a positive impression. Respond
to objections and negotiate buyer concerns and problems. Close the
sale--know the techniques that help you help your customer make the
right decision, seal the deal, and counter common stalling tactics.
Build and strengthen your partnership with your customer after the
sale. Manage your time and your territory effectively. Recruit,
manage, and train others, as you advance in your career.
"Wiley Pathways" helps you achieve your goals
When it comes to learning about business, not every student is
on the same path, but every studentwants to succeed. The business
series in the new "Wiley Pathways" imprint helps you achieve your
goals. The books in this series--"Marketing, Business
Communication, Finance, Business Math, Real Estate, Small Business
Management, Supervision, Project Management, Selling," and
"Personal Finance"--offer a coordinated curriculum for learning
business. Learn more at www.wiley.com/go/pathways.
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