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The Basics for Sales Success
Representatives, Entrepreneurs and Business People
The Basics of Sales Success teaches you the essentials of selling. It is an introductory book which covers all the basic points for anyone who is new to the art of landing a sale.
In this book, you will learn how to find customers and study your prospects. It shows you how to dress and how to handle "the butterflies".
The Basics of Sales Success leads you through all the things which you should and should not do when you are face-to-face with the prospect. It shows you how to handle success as well as rejection.
It shows you what to do after a successful sale is made, to make sure that you keep the customer and develop loyalty. It also suggests what you should do if you make a mistake.
It shows you how to set goals and to separate business from pleasure. It also covers humour.
Every entrepreneur and business person who is new to selling will benefit from this book. It will also help those who intend to become sales representatives by helping them to choose a product to sell and discussing how they will get paid, as well as handling their boss and fellow employees.
Bill Sobye has spent most of his lifetime in the milk business. He was born on a farm on the escarpment in the Niagara Peninsula and started his career by delivering milk. He later became a Sales Manager where he gained twenty-eight years experience in selling.
In this book, he shares with you some of the things that he has learned through experience. He shows you what to do and what to avoid, so that you can enjoy selling as much as he did.
Introduction 1) Choosing and Learning about the Product Your Selling 2) Finding Your Customers 3) Study Your Prospect 4) Dress for the Occasion 5) The Meeting 6) Butterflies 7) Your First Impression 8) Your Introduction 9) Sell Your Product 10) Be a Good Listener 11) Do Not Lie 12) Do Not Discuss Politics or Religion 13) Beware of Family or Corporate Disagreements 14) Do Not Gossip 15) Be Polite 16) Know Your Pricing Structure 17) The Presentation 18) The Summation 19) "Yes", You've Been Accepted 20) "No", You've Been Turned Down 21) The Meeting is Over 22) Keeping Your Customers 23) Service 24) Supply What You Sold 25) Do Not Be Late 26) Keep Yourself Informed 27) Everybody Has Troubles 28) Respect Your Customer 29) If You Make a Mistake 30) Customer Loyalty 31) Synopsis 32) Set Goals for Yourself 33) The Weather 34) You Must Like People 35) Separate Business from Pleasure 36) Have a Sense of Humour 37) Respect Your Fellow Employees 38) Respect Your Boss 39) Your Pay 40) Summary
The Basics for Sales Success by Bill Sobye: 157 pages; Softcover; ISBN 978-1-896210-65-0: published in 1997; Canadian $24.95 
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