Compete and Win in Telecom Sales

A Step-by -Step Guide for Successful Selling

Philip Max Kay (Autor)

Buch | Hardcover

170 Seiten

2017
CRC Press (Verlag)
978-1-138-41229-3 (ISBN)

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This is a guide to achieving super sales results, whether selling a cellular phone or a high ranking services agreement. Buyers need to have telecom products and services explained, they rely on the salespeople to educate them and need to trust them to provide cost-effective, efficient services.

Philip Max Kay is the #1 sales trainer in the telecommunications industry, having trained over 5,000 telecommunications sales professionals. His clients range from many well-known telecom companies such as SBC Communications, Sprint, Ericsson, Nortel, Lucent, Toshiba and Panasonic, to small emerging telecom companies such as e.spire, KMC Telecom, Gillette Gobal Networking and Staples Communications. Mr. Kay has a B.A. in economics from Colby College, and an MBA in marketing from Boston University.

Preface, Chapter 1 - The Wonderful World of Selling, Chapter 2 - The Eight-Step Sales Process, Chapter 3 - Step 1: Prospecting - The Foundation of Success, Chapter 4 - Step 2: Great First Appointments, Chapter 5 - Step 3: Qualifying, Chapter 6 - Step 4: Fact-Finding, Chapter 7 - Step 5: Effective Presentations, Chapter 8 - Step 6: Overcoming Objections, Chapter 9 - Step 7 : Closing, Chapter 10 - Step 8: Follow-Up and Support, Chapter 11 - Success and Failure

Erscheinungsdatum	05.09.2017
Verlagsort	London
Sprache	englisch
Maße	156 x 234 mm
Gewicht	453 g
Themenwelt	Mathematik / Informatik ► Informatik ► Netzwerke
Themenwelt	Mathematik / Informatik ► Informatik ► Theorie / Studium
ISBN-10	1-138-41229-5 / 1138412295
ISBN-13	978-1-138-41229-3 / 9781138412293
Zustand	Neuware