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　　分類: 图书,进口原版书,经管与理财 Business & Investing ,

作者： Tom Hopkins著

出 版 社： 艺洲

出版时间： 2007-12-1字数：版次： 1页数： 387印刷时间： 2005/01/01开本：印次：纸张： 胶版纸I S B N ： 9780446692748包装： 平装内容简介

Tom Hopkins carries the standard as a master sales trainer and is recognized as the world’s leading authority on selling techniques and salesmanship.

Over 3,000,000 people on five continents have attended Tom’s high-energy live seminars. Tom personally conducts 75 seminars each year traveling throughout the United States, Canada, Australia, New Zealand, Singapore, Malaysia, Taiwan and the Philippines.

Tom Hopkins is a distinguished charter member of the National Speakers Association and was among the first to receive its prestigious Council of Peers Award for Excellence. Tom’s talent of teaching in a creative and entertaining style has brought him a tremendous following, as well as constant demand for appearances at regional and national conventions each year.

Tom Hopkins has been the subject of countless articles in publications such as U.S. News and World Report, The New York Times, The Los Angeles Times, Personal Selling Power, People magazine, Selling magazine, Entrepreneur magazine, and The Washington Post.

目录

Introduction，by J.Douglas Edwards

1.What the Profession of Selling Really is

2.The Twelve Sources of Sensational Selling Success

3.Question Right and Sink Your Teeth into Sales Success

4. Creating the Selling Climate

5. Why Don't I Do What I Know I Should Do?

6. Learn to Love No

7. Finding the People to Sell

8. Nonreferral Prospecting Methods

9. Referral Prospecting, or The Art of Getting Quality Introductions

10. Howto Find Fortune and Felicity with the Phone

11. A Spectator Sport, Buying Is Not

12. Put Champion Selling Power in Your Presentations and Demonstrations

13. Finessing the First Meeting

14. Qualification Is the Key to Quota B

15. The Objection Connection

16.Closing Is Sweet Success

17.Sixteen Power Closes for Aspiring Champions

18.A Clutch of Moneygrabbers

19.How to Perspire Less and Profit More From Papenwork

20. Fortune Building Starts with Time Planning

21. How to Sell Your Way Out of a Slump

22. The Most Necessary Skill of All

23. How to Sell to the Most Important People You Know

Index

 

 

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