Name: Personal Selling Strategies for Consultants and Professionals: The Perfect Sales Equation
Author: Carlson, Richard K.
ISBN: 9780471590736

by Carlson, Richard K.

Personal Selling Strategies for Consultants and Professionals: The Perfect Sales Equation

by Carlson, Richard K.

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ISBN-13: 9780471590736
ISBN: 0471590738
Publisher: Wiley & Sons, Incorporated, John

AUTHOR

Carlson, Richard K.

SUMMARY

Sales Process Overview. The ''Perfect22 Sales Equation. Client-Consultant Relationships. The Hierarchy of Sales Communication Media. Sales Talk and Communication Style. Initial Contact: When the Prospect Calls You. Initial Contact Through Solicitation. Working the ''Perfect22 Sales Equation. The Buying Center and Type of Buy. Developing a Sales Strategy. Working Your Strategy. Presenting the ''What If22 Proposal. Writing and Delivering Your Proposal. Appendices. Index.Carlson, Richard K. is the author of 'Personal Selling Strategies for Consultants and Professionals: The Perfect Sales Equation' with ISBN 9780471590736 and ISBN 0471590738.

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