Simply successful selling is a concise, practical and comprehensive self-study book for new salespeople in the retail, manufacturing and service sectors.
It deals with each step of the selling cycle (from preparing for a sale, to follow-up and building a loyal customer base), as well as with how to handle difficult prospective customers, and understand buyer behaviour and buying signals. Furthermore, it examines the most recent developments in selling techniques, such as the application of neurolinguistic programming. It is easy to read and contains many useful checklists of essential prerequisites for selling and for salespeople.
The book is tailored to self-study, with numerous realistic, practical examples and selftest case studies which readers can use to practice their developing sales skills. It ends with two self-test examinations through which readers can assess their competency. Simply successful selling is an extremely useful learning guide for all salespeople who need to get the basics of their profession right.
The author, Kenneth Fisher, has an MPhil degree in Training and Development. He has been training both new and experienced salespeople in the retail furniture and financial services sectors and in the wine, insurance and travel industries, as well as entrepreneurs, since 1980. He also lectures part-time in the field of marketing management at several South African and overseas-based universities.
Chapter 1. Introduction
Chapter 2. The selling cycle
Chapter 3. Preparation: planning the sale
Chapter 4. Prospecting
Chapter 5. First contact
Chapter 6. Qualifying customer needs
Chapter 7. Sales presentation
Chapter 8. Handling objections
Chapter 9. Negotiating sales with customers
Chapter 10. Closing the sale
Chapter 11. The final greeting
Chapter 12. Follow-up or aftercare
Chapter 13. Getting repeat business and referrals and building a loyal customer base
Chapter 14. Understanding buyer behaviour and buying signals
Chapter 15. Understanding the application of neurolinguistic programming and body language to selling
Chapter 16. How to handle difficult prospective customers
Chapter 17. The things great salespeople do right all the time
Chapter 18. The most common mistakes made by average and poor salespeople
Chapter 19. Facilitating the meeting of minds between salespeople and customers
Chapter 20. Dispelling some common myths about selling
Chapter 21. Conclusion
Appendices
Appendix A: Model answers to case studies
Appendix B: Self-test examination: theory
Appendix C: Self-test examination: practice
Appendix D: Model answers for self-test examination: theory
Appendix E: Model answers for self-test examination: practice
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