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How You Make the Sale: What Every New Salesperson Needs to Know by McNair, Frank

by McNair, Frank | PB | Acceptable
ThriftBooks
(3905733)
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US $5.93
ApproximatelyPHP 330.54
Condition:
Acceptable
“Readable copy. Pages may have considerable notes/highlighting. ~ ThriftBooks: Read More, Spend ”... Read moreabout condition
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eBay item number:146268461503
Last updated on Jun 02, 2025 01:13:58 PHTView all revisionsView all revisions

Item specifics

Condition
Acceptable
A book with obvious wear. May have some damage to the cover but integrity still intact. The binding may be slightly damaged but integrity is still intact. Possible writing in margins, possible underlining and highlighting of text, but no missing pages or anything that would compromise the legibility or understanding of the text. See all condition definitionsopens in a new window or tab
Seller Notes
“Readable copy. Pages may have considerable notes/highlighting. ~ ThriftBooks: Read More, Spend ...
Binding
Paperback
Weight
0 lbs
Product Group
Book
IsTextBook
No
ISBN
9781402204357

About this product

Product Identifiers

Publisher
Sourcebooks, Incorporated
ISBN-10
1402204353
ISBN-13
9781402204357
eBay Product ID (ePID)
46475843

Product Key Features

Book Title
How You Make the Sale : What Every New Salesperson Needs to Know
Number of Pages
336 Pages
Language
English
Topic
Skills, General, Sales & Selling / General
Publication Year
2005
Illustrator
Yes
Genre
Business & Economics
Author
Frank Mcnair
Format
Perfect

Dimensions

Item Height
0.8 in
Item Weight
13 Oz
Item Length
7 in
Item Width
5 in

Additional Product Features

Intended Audience
Trade
LCCN
2005-019884
Dewey Edition
22
Dewey Decimal
658.85
Table Of Content
Preface/Introduction: Selling is not a Black Art Chapter One: Sales as a High Calling; Selling as Service Chapter Two: The Consumer Buying Cycle: How do Buyers Decide to Buy? Chapter Three: The Sales Process: How Does a Sale Unfold? Chapter Four (Sales Step One): Research Prior to the Sale; Identifying the Hot Buttons and Flagging the Landmines Chapter Five (Sales Step Two): Meet and Greet: You have to Sell Yourself before You Can Sell Your Product Chapter Six (Sales Step Three): Discovery: Questioning for Results Chapter Seven (Sales Step Four): Features and Benefits: The Difference and Why it Matters Chapter Eight (Sales Step Five): Making the Case/Presenting the Solution Chapter Nine (Sales Step Six): The Objective is Objections: Dealing with Resistance Chapter Ten (Sales Step Seven): Closing: It's OK to Ask for the Order Chapter Eleven (Sales Step Eight): Following Up for Ongoing Profitability Chapter Twelve: Final Things
Synopsis
The basic keys to selling, without the fluff, so salespeople can stop reading and start selling The problem with other books on sales for beginners is that they either talk above the heads of the beginning salesperson, or they are too focused on tricks and shortcuts to closing the deal. Frank McNair's How You Make the Sale speaks to beginning salespeople at their level-so they can put the advice to work right away. By following eight simple steps, this essential guide teaches anyone how to sell anything. It also gives sales managers everywhere a simple sales book that teaches the principles of honest selling in an accessible and easy-to-grasp way. The perfect primer for any new salesperson, or for non-sales employees who suddenly find themselves doing a sales function., The basic keys to selling, without the fluff, so salespeople can stop reading and start selling! The problem with other books on sales for beginners is that they either talk above the heads of the beginning salesperson, or they are too focused on tricks and shortcuts to closing the deal. Frank McNair's How You Make the Sale speaks to beginning salespeople at their level-so they can put the advice to work right away. By following eight simple steps, this essential guide teaches anyone how to sell anything. It also gives sales managers everywhere a simple sales book that teaches the principles of honest selling in an accessible and easy-to-grasp way. The perfect primer for any new salesperson, or for non-sales employees who suddenly find themselves doing a sales function.
LC Classification Number
HF5438.25.M42 2005

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ThriftBooks

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