Sisältö

Preface

1. Introduction 1.1 Overview of the Ebook 1.2 The Basic Sales Process 1.3 General Skills Every Salesperson Should Have 1.4 Sales Models 1.5 Maintaining Customer Relationships

2. The Basic Sales Process 2.1 Introduction 2.2 The Changing Face of Sales 2.3 The Development of the Selling Function 2.3.1 Sales from Simple Bartering to Profession 2.2.2 Management and Information 2.3.3 Partnership 2.3.4 Education and Enablement

3. General Skills Every Salesperson Should Have 3.1 Introduction 3.2 Listening Skills 3.3 Effective Communication Skills 3.4 Problem Solving Skills 3.5 Interpersonal Skills 3.6 Organization Skills 3.7 Self-Motivation Skills 3.8 Persuasion Skills 3.9 Customer Service Skills 3.10 Integrity

4. Basic Sales Models 4.1 Introduction 4.2 AIDA 4.2.1 Attention 4.2.2 Interest 4.2.4 Action 4.3 AIDCA 4.4 The Seven Steps of the Sale 4.4.1 Step One – Preparation 4.4.2 Step Two – Introduction 4.4.3 Step Three – Questioning 4.4.4 Step Four – Presentation 4.4.5 Step Five – Overcoming Objections 4.4.6 Step Six – Close 4.4.7 Step Seven – Follow-up

5. Maintaining Customer Relationships 5.1 Introduction 5.2 Being Perceived as an Expert 5.3 Keeping the Customer Informed 5.4 Selling to Existing Customers

6. Resources