The Selling Handbook (Paperback)

This is a classic text that first appeared as the Salesman's and the Saleswoman's Handbooks and has since received acclaim as a thorough and comprehensive guide to the business of selling. Now brought completely up to date and revised in the light of current thought and practice, The Selling Handbook will meet the needs of experienced and novice salespeople alike in offering sound advice and practical ideas for making a real success in the sales arena. Full of useable tips and techniques, together with illustrations, tables and worked examples, the book covers detailed practical guidance on: - researching the market and planning the call pattern - identifying and getting through to the real decision-makers - planning and implementing the opening position - presentation methods and skills - making the right impression - step by step negotiation - closing the sale. An essential book for anyone wishing to improve critical techniques and increase sales.