000			02241cam a22003375i 4500
001			21240804
003			OSt`
005			20231127134212.0
008			191011s2020 tnu 000 0 eng
010			_a 2019952558
020			_a9780965220187(8e) _q(hardcover)
020			_z9780980040616 _q(ebook)
040			_aWIUC _bWIUC _cWIUC
042			_apcc
050			_aHF5438.25.L53
100	1		_aBrown, Jennifer Lill, _d1979- _eauthor. _92548
245	1	0	_aSelling the profession : _bfocusing on building relationships. / _cJennifer Lill Brown, David Joseph Lill.
250			_a8th.
263			_a2001
264		1	_aNashville : _bDM Bass Publications, _c2020.
300			_axi, ; 484p _bill. ;
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
505			_aContents: Part I: Selling success fundamentals -- Your career in professional selling -- Relationship swelling -- Ethics in selling -- Winning time management skills -- Purchase behavior and communication -- Discovering your social style -- Five tools every salesperson needs -- Part II: The relationship selling cycle -- Prospecting -- How to find qualified prospects -- Pre-Approach -- What to do before you meet -- The approach -- Make the right first impression -- Need discovery -- How to question and listen effectively -- Presentation -- How to be engaging and compelling -- Handling objections -- Turn hesitation into commitment -- The close -- How to confirm the sale -- After the sale -- Build enduring loyalty.
520			_a"Selling: The Profession focuses on building relationships-because sincere connections are what spells success for salespeople operating in a highly competitive environment and dealing with today's buyers who demand fast and accurate answers to complex problems. We break the sales process down into its most basic components to simplify the complex buyer-seller interaction that takes place in any selling situation, with the result being the eight-step Relationship Selling Cycle"-- _cProvided by publisher.
700	1		_aLill, David Joseph, _d1941- _eauthor. _92549
906			_a0 _bibc _corignew _d2 _eepcn _f20 _gy-gencatlg
942			_2lcc _cBK
999			_c10111 _d17611