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Book Cover
Author Harvey, Christine (Businesswoman), author.

Title The ultimate sales book : master account management, perfect negotiation, create happy customers / Christine Harvey, Grant Stewart, Peter Fleming and Di McLanachan
Edition Second edition
[Enhanced Credo edition]
Published Boston, Massachusetts : Credo Reference, 2021
London [England] : Hodder Education, 2018
Online access available from:
Credo Reference    View Resource Record  


Description 1 online resource (45 entries) : 38 images
Series Teach yourself
Teach yourself books.
Contents Part 1. Your successful selling masterclass: Introduction; Jump-start your success formula; Develop product and service expertise; Grasp the buying motives; Conquer objections: turn them to your advantage; Master successful presentations and closings; Create action-provoking systems; Implement motivation and support systems; 7 x 7 -- Part 2. Your successful key account management masterclass: Introduction; Know your customer; Analyse your growth opportunities; Measure profits by account; Plan for success; Negotiate to win/win; Control activity levels; Manage relationships; 7 x 7 -- Part 3. Your negotiation skills masterclass: Introduction; Creating the right environment; -- Researching your objectives; People and places; Breaking the ice; The agenda; Conclude the deal; Learning from your experiences; 7 x 7 -- Part 4. Your successful customer care masterclass: Introduction; Customer care is more than just saying "Have a nice day&" How do you measure up? How do your customers think you measure up? Deliver more than your customers expect; Excellence in communication; Attitude is everything; Plan to excel -- Surviving in tough times -- Further reading -- Answers
Summary The Ultimate Sales Book gives you everything you need to succeed in sales and account management. It is a dynamic collection of essential skills covering the topics that will help you make a seismic impact upon your performance - faster than you ever thought possible
Notes Title page of print version
Subject Sales management.
Form Electronic book
Author Fleming, Peter, 1944- author.
McLanachan, Di, author.
Stewart, Grant (Business coach), author.
ISBN 1787856607