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Successful Selling Skills for Small Business

David M. Brownstone

出版	Wiley, 1978
主題	Business & Economics / Sales & Selling / GeneralBusiness & Economics / Small Business
ISBN	04710402909780471040293
URL	http://books.google.com.hk/books?id=yMATAQAAMAAJ&hl=&source=gbs_api

註釋

Abstract: Motivation and selling skills that lead to successful businesses are presented. Questioning and listening provide information on what product features may give the benefits desired by the customer. Indepth product knowledge can then be converted into customer benefits. First impressions count in business; personal appearance and an attractive selling area are important. Good communication with customers depends on body language and listening skills as well as voice and diction. Customers may present several hurdles, from objection to evasion, but proper handling can lead to sales. Add-on sales, such as related items or service, are also possible, and keeping in touch with customers can lead to future sales.