TITLE : SALES TRAINING BASICS. REVISED ED.

 
CONTENTS
 
Successes and Pailures									3
 
 
Case #1: A Decision for Ramona							5
 
What Can Success in Selling Do for You?					7
Your Attitude Toward Selling							9
Self-Confidence Scale								   11	
Characteristics of Successful Salespeople 			   12
 
 
Case #2: Will Joe Survive?                             13
 
Communicating Your Best Image                          15
The Psychology of Selling                              17
Selling Is Like Baseball                               18
Cover All the Bases and Make a Sale                    19
Most Batters Do Not Get to First Base                  21
Second Base Is Not Automatic                           23
 
 
Case #3: Who Made The Sale?                            25
 
Let the Customer Take You to Third Base                27
Closing the Sale                                       29
 
 
Case #4: Who Closed the Sale?                          31
 
Prove You Are'Ready to Sell                            33
Eliminating Down Periods                               35
Related Selling                                        36
Little Things Count                                    37
Selling Via the Telephone                              38
How to be a Telephone Professional                     40
Reward Yourself                                        43
The Difficult Customer                                 44
Six Unforgivable Mistakes                              45
 
 
Case #5: Who Will Win the Trip to Hawaii?              47
 
Sales Success Formula                                  49
Demonstrate Your Progress (Quiz)                       51
Looking Ahead                                          53
Author's Suggested Answers to Cases                    54