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Book Description

Sales—it's an everyday event and part of every business transaction a million+ times a day. Drawing upon extensive resources, ASTD has put together the fundamental elements of successful sales—the kind of success everyday business professionals can apply to create lasting relationships, productive business dealings, and successful bottom line results. Learn from the professionals how to develop a sales mindset, become an active listener, ask the right questions, be positive, and build trust with your clients—all traits of successful sales people.

Table of Contents

  1. Cover
  2. Praise for This Book
  3. About the 10 Steps Series
  4. Title Page
  5. Copyright page
  6. Content
  7. Preface
  8. Introduction
  9. Section 1: How to Be Effective
    1. Step 1: Embrace a Sales Mindset
    2. Step 2: Know Your Job and Your Role
    3. Step 3: Develop Winning Habits
  10. Section 2: How to Be Efficient
    1. Step 4: Understand the Buying Process
    2. Step 5: Leverage the Sales Process
    3. Step 6: Create Your Personal Sales System
  11. Section 3: How to Be a Trusted Advisor
    1. Step 7: Accelerate Revenue
    2. Step 8: Communicate Effectively
    3. Step 9: Manage Your Sales Organization
    4. Step 10: Develop World-Class Competencies
  12. Conclusion
  13. Appendix A: Introduction to the World of Selling
  14. Appendix B: Top Ten Myths of Selling
  15. Appendix C: Recommended Reading
  16. Appendix D: Sales Terms You Should Know
  17. Appendix E: Answers to Ethics Case Studies
  18. References
  19. Index
  20. About the Author
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