tailieunhanh - SALES: PROSPECTING, QUALIFYING, AND COMPLETING

I just wanted to say "Thanks" for your program. By implementing your principles, I haven't had to make a Cold Call in almost 2 years! I have set up an incredible group of my industry specific professionals to network with and my phone doesn't quit ringing. I start each day now trying to figure out how to fit all of the appointments into one day. I am 140% for my year and I have already qualified for my company's Presidents Club. Next year I plan on putting other systems in place so that I can process more orders. If there. | Sales Prospecting Qualifying and Completing Instructor s Edition NOT FOR PRINTING OR INSTRUCTIONAL USE Sales Prospecting Qualifying and Completing Series Product Managers Charles G. Blum and Adam A. Wilcox Curriculum Developers Russ D. Peterson Jr. and Kevin J. Karschnik Developmental Editor Laurie Perry Copyeditor Catherine Oliver Series Designer Adam A. Wilcox COPYRIGHT 2009 Axzo Press ALL RIGHTS RESERVED. No part of this work may be reproduced transcribed or used in any form or by any means graphic electronic or mechanical including photocopying recording taping Web distribution or information storage and retrieval systems without the prior written permission of the publisher. For more information go to . Trademarks ILT Series is a trademark of Axzo Press. Some of the product names and company names used in this book have been used for identification purposes only and may be trademarks or registered trademarks of their respective manufacturers and sellers. Disclaimer We reserve the right to revise this publication and make changes from time to time in its content without notice. ISBN 10 1-4239-5159-X ISBN 13 978-1-4239-5159-9 Printed in the United States of America 1 2 3 4 5 GL 06 05 04 03 NOT FOR PRINTING OR INSTRUCTIONAL USE Contents Introduction iii Topic A About the Topic B Setting student Topic C Classroom Topic D Introduction to selling 1-1 Topic A Introduction to buying and Topic B The sales Unit summary Introduction to Sales skills 2-1 Topic A Topic B Topic C Personal Unit summary Sales The sales process 3-1 Topic A The selling Topic B The buying Unit summary The sales Prospecting 4-1 Topic A Introduction to Topic B Prospecting Topic C Phone Unit summary Qualifying 5-1 Topic A The qualifying .