TITLE : SECRET OF THE WORLD'S TOP SALES PERFORMERS.

Contents
 
Preface: How this book was written and why
Foreword
 
CHAPTER 1	THE COMPETITIVE EDGE
 
1    Jonathan Weal - London and Chicago
     Financia] Futures sales
     Capital Markets International Ge]dermanns
 
     Gives you ways to beat the competition when everyone's
     after the same customers
 
 
CHAPTER 2 	CREATING YOUR OWN FUTURE
 
13   Janet Lim - Singpore
     Automotive Industry
     Borneo Motors, Toyota
 
     Shows yon how to overcome your own background limitations
 
 
CHAPTER 3   THE LOVE OF THE CHALLENGE
 
25   Bob Broadley- Australia
     Insurance
     National Mutual
 
     Cold calling and you. Teaches you the secrets of making cold
     calling easy and rewarding
 
 
CHAPTER  4   SALES AND PRODUCTION - THE TWAIN SHALL MEET
 
37   Micheline Notteboom-Dusselier - Belgium
     Manufacturing
     AXXIS (DSM)
 
     Helps you meet competitive delivery sehedules, while
     gaining the support of the production department
 
 
CHAPTER  5   THE CLASSIC SELL
 
49   Michael Renz - Germany
	 Automotive Industry
	 Mercedes Benz
 
     Teaches you new ways to categorize customer needs,
     perfect communication, counter objections and improve
     self-esteem
 
 
CHAPTER 6   EFFICIENCY, FUN AND PROFIT ON THE TELEPHONE
 
61   Jon Bichener - US/UK
     Travel Industry
     US Airtours
 
     Gives you seven steps to success on the telephone -from
     awkward customers to call waiting
 
CHAPTER 7   THE TEAM SELL
 
73   The Sony Team - Europe, Africa, Middle East,
     Eastern bloc
     Broadcasting Equipment
     Sony Broadcast
 
     Are you all pulling in the same direction? Find out how
     and why you should be
 
CHAPTER 8	DOOR TO DOOR WITH PRIDE
 
87   Ove Sjogren- Sweden
     Cleaning Equipment
     Electrolux
 
     Helps you systemize your selling to an unbeatable
     standard and overcome the price barrier
 
CHAPTER 9   MAJOR PROJECTS: SELLING WITH INNOVATION
 
99   Denzil Plomer - UK, Europe, Middle East, Japan
     Processed Control Systems
     Honeywell
 
     Shows you how to use your creativity at every stage of
     the specification and bid
 
CHAPTER 10   THE FAST TRACK
 
111  Michael Camp - Britain
     Food Industry
     Lyons Tetley
     Proves that age doesn't matter
 
     Personnel Lessons: Recognizing and hiring high flyers
     Management Lesson: Motivating and managing high performers
 
Acknowledgments
Index