Achieving Excellence in Selling

A South African Approach

Third Edition

Norman Blem

Achieving Excellence in Selling, now its third edition, is an outcomes-based, practical "how to" guide on maximising sales potential. This edition looks at sales and marketing from an increasingly southern African perspective and contains case studies to make the theoretical principles accessible. An increased emphasis on the use of technology throughout the text helps to make the text current.

Achieving Excellence in Selling

A South African Approach

Third Edition

Norman Blem

Description

Achieving Excellence in Selling, now its third edition, is an outcomes-based, practical "how to" guide on maximising sales potential. This edition looks at sales and marketing from an increasingly southern African perspective and contains case studies to make the theoretical principles accessible. An increased emphasis on the use of technology throughout the text helps to make the text current.

Achieving Excellence in Selling

A South African Approach

Third Edition

Norman Blem

1. The marketing mix and the role of selling
2. The managerial and ethical aspects of selling
3. Communication: the art of persuasion
4. Prospecting and the pre-approach to selling
5. Sales presentation methods and approach and question changes
6. The anatomy of sales presentation
7. Handling objections
8. Closing the sale and servicing the customer
9. Negotiating a sale
10. Time and territory management
11. Why people buy
12. Retail selling
13. Selling to industrial users
14. Selling a service
15. The challenge of telesales
16. Computers in selling
17. Exhibition and trade show selling
18. Direct selling, key account management, and transforming the sales force