Selling the Right Way!
Author: Brooke Quigg
Salesmanship provides the practical, hands- on skills necessary for success in personal selling. Focusing entire chapters on the separate skills that are critical in sales, the book leads readers through the entire selling process. The book devotes entire chapters to individual aspects of successful sales such as personality, image, attitude, rules of persuasion, and personal time management and provides knowledge readers can actually use. The book also includes a unique chapter on Creating a Professional Image created with the aid of a prominent image consultant that is not found in any other book on selling. It also provides practical day-to-day information on building a prospect profile and learning the state of a prospect's decision. An essential reference book for any sales professional.
Table of Contents:
| Ch. 1 | The Nature of Selling | |
| Ch. 2 | Establishing Meaningful Communication | |
| Ch. 3 | Locating and Identifying Prospects | |
| Ch. 4 | Understanding Prospects | |
| Ch. 5 | Understanding Buying Behavior | |
| Ch. 6 | Opening Your Sales Presentation | |
| Ch. 7 | Setting the Objectives of Your Presentation and Building the Prospect's Confidence | |
| Ch. 8 | Enhancing Understanding and Establishing Believability | |
| Ch. 9 | The Setting of Your Sales Presentation | |
| Ch. 10 | Your Sales Presentation | |
| Ch. 11 | The Nature of Sales Resistance | |
| Ch. 12 | Dealing with Sales Resistance | |
| Ch. 13 | Closing and Servicing the Sale | |
| Ch. 14 | The Selling Personality | |
| Ch. 15 | A Professional Image | |
| Ch. 16 | Attitude, the Key to Success | |
| Ch. 17 | Managing Your Time and Territory | |
| Ch. 18 | Retail, Industrial Selling, and Telemarketing | |
| Ch. 19 | Legal and Ethical Issues In Selling |
Interesting book: Losing Weight with Your Diabetes Medication or The Seven Secrets of Slim People
Information Technology: Inside and Outside
Author: David Cyganski
This book presents the underlying engineering behind information technology that is transforming our economic and social systems so dramatically. It addresses a need that has arisen from the impact information technology is making on all professions, technical and non-technical. Understanding of information science and engineering, underlying high performance computing and communications is relevant for students from all disciplines today. Covering a broad range of technologies and assuming no formal engineering or computer science background, this book prepares readers to become active practitioners and leaders in the on-going information revolution. Using technology to educate the reader about the technology, the accompanying CD contains links to a set of Java-based virtual laboratory experiments. The integration of Java and Java Script-based applets with the book greatly enhances the presentation of material by allowing the reader to experience the underlying components of information technology in actin, rather than merely in description.
Booknews
Intended to be the basis of an introductory course for undergraduates, this text grew from a class for financial managers at Lucent Technologies. Its goal is to help students without a formal engineering or computer science background understand the science underlying information technology, which will continue to deeply affect all professions. Courses based on the book may emphasize any of several objectives: general literacy in the principles and vocabulary of IT; background in the issues and changes driving the IT revolution, such as data networking and wireless communications; background in specific subsets of IT, such as virtual reality and business information systems; or preparation for further study in disciplines like computer science and electrical or computer engineering. The accompanying CD-ROM contains virtual lab experiments and works with both Windows and Macintosh systems. Annotation c. Book News, Inc., Portland, OR (booknews.com)
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