Note: Supplemental materials are not guaranteed with Rental or Used book purchases.
Purchase Benefits
What is included with this book?
Preface | vii | ||||
Foreword by John Philip Coghlan | xi | ||||
Introduction: Two People Speaking | 1 | (18) | |||
PART I "No Sell" Selling | |||||
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19 | (17) | |||
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36 | (12) | |||
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48 | (24) | |||
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72 | (31) | |||
PART II Getting Started: Four Questions to Ask Yourself Before You Make the Call | |||||
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103 | (8) | |||
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111 | (23) | |||
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134 | (21) | |||
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155 | (26) | |||
PART III The Sales Call: Getting Information | |||||
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181 | (14) | |||
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195 | (28) | |||
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223 | (18) | |||
PART IV The Sales Call: Giving Information | |||||
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241 | (16) | |||
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257 | (24) | |||
PART V The Sales Call: Getting Commitment | |||||
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281 | (14) | |||
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295 | (22) | |||
PART VI Assessment: Zero Hour-and Beyond | |||||
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317 | (14) | |||
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331 | (12) | |||
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343 | (4) | |||
The Questioning Process Revisited: Continuing the Dialogue with Our Customers | 347 | (18) | |||
Index | 365 | (7) | |||
About Miller Heiman, Inc | 372 |
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.