The art of influencing and selling / Ardi Kolah.
By: Kolah, Ardi.
London ; Philadelphia : Kogan Page, c2013Description: 292 pages : ill. 24 cm.ISBN: 9780749464486.Other title: Guru in a bottle [At head of title:].Subject(s): Business networks | Sales presentations | Selling -- Psychological aspects | SellingGenre/Form: Print books.| Current location | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|
| On Shelf | HF5438.25 .K647 2013 (Browse shelf) | Available | AU0000000003443 |
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| HF5437 .O263 2014 Supplier relationship management : unlocking the hidden value in your supply base / | HF5438.25 .B5683 2017 Sales EQ : how ultra high performers leverage sales-specific emotional intelligence to close the complex deal / | HF5438.25 .I2496 2018 Eat their lunch : winning customers away from your competition / | HF5438.25 .K647 2013 The art of influencing and selling | HF5438.25 .M566 2011 The new conceptual selling : the consultative communication process for solution-led selling / | HF5438.25 .M567 2011 The new strategic selling : the unique sales system proven successful by the world's best companies / | HF5438.4 .C426 2014 Aligning strategy and sales : the choices, systems, and behaviors that drive effective selling / |
Includes bibliographical references and index.
Psychology of selling a product or service or yourself -- The sales pipeline and how to ensure it's realistic -- Up-selling, cross-selling, cold calling and warm calling -- Effective approaches to prospective customers and clients -- How to interrogate a database of contacts to get more sales -- Making an effective sales presentation -- How to write effective sales materials -- The power of business networking -- How to get senior-level appointments in your diary -- Closing a sale and follow-up.