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Achieving excellence in selling: A South African Approach 3e is for any salesperson, selling any product, through any medium. An empowering 'how-to' guide, Achieving excellence in selling will help you to maximise your sales potential. Find out all there is to know about expertly approaching the sale, closing it, and following it up.

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Achieving excellence in selling: A South African Approach 3e is for any salesperson, selling any product, through any medium. An empowering 'how-to' guide, Achieving excellence in selling will help you to maximise your sales potential. Find out all there is to know about expertly approaching the sale, closing it, and following it up.

1The marketing mix and the role of selling
2The managerial and ethical aspects of selling
3Communication: the art of persuasion
4Prospecting and the pre-approach to selling
5Sales presentation methods and approach and question changes
6The anatomy of sales presentation
7Handling objections
8Closing the sale and servicing the customer
9Negotiating a sale
10Time and territory management
11Why people buy products and services
12Retail selling
13Power selling to industrial users
14Selling a service
15The challenge of telesales
16Using technology to achieve selling excellence
17Exhibition and trade show selling
18Customer bonding and key account management
19The role of the Skills Development Act in transforming the sales force, and career opportunities in direct selling
Undergraduate university of technology students and also practitioners of: Sales and marketing, Marketing communications, Consumer behaviour, Service quality, Sales management.
Achieving excellence in selling - Instructor's Manual
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  • Achieving Excellence in Selling 3e



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