Professional Selling

by Michael G. Crisp and Rebecca L. Morgan

Book Overview

If you earn your living in sales, this income-boosting guide is a must-read. Practical exercises reveal the secrets of professional selling, including creative prospecting techniques, defrosting cold... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0931961424
• ISBN13: 9780931961427
• Release Date: January 1995
• Publisher: Axzo Press
• Length: 1 Pages
• Weight: 0.52 lbs.
• Dimensions: 0.3" x 8.1" x 10.0"

Customer Reviews

Good Primer for Selling

Being in sales, I am looking for ways to improve myself and read this book. For the entry-level person, the book is a good introduction to sales. For the veteran, the book contains good reminders for us lest we become complacent. There's nothing really earth-shattering in the book - just good basic material. Among the important points covered include: 1. Stop selling and start helping the prospect! 2. 4 characteristics of succesful sales people. 3. Presentation strategies and tips for asking questions. 4. 10 common benefits of buying an item or service. 5. Dealing with the prospect's objections and concerns. 6. The importance of nonverbal communication. 7. 20% of your customers result in 80% of your sales. Again, the book contains good basic information but is not the final authority and does need to be updated. For example, there is nothing in the book mentioning how to sell via the internet. Still, a good primer. Read and enjoy.

A useful interactive book!

The success of the sales is affected by many factors, such as the product, the company, the customer or the economy. But it in fact depends largely on the salesperson. How to sell successfully?This book is very useful in teaching us the skills of selling professionally. It is good to first point out a concept that sales equals service. If we believe that selling is same as helping, we are more willing to solve customers' problems with heart and satisfy their needs, which will enhance the customer loyalty and they may in turn recommend other potential customers to us.The book is very comprehensive and clear. It talks about how to get started from finding prospects to make the first appointment, conduct face-to-face selling, close for commitment, understand customer and organize for greater sales. These techniques are very useful in reality. Some of which are often neglected by us.The format of the book is good! It enables us to think a lot and get personally involved in it by setting a number of exercises, activities, assessments and cases, giving us a better understanding. Want to sell successfully? Read it! More importantly, put it into practice!

The scoop on selling: ideas, products, or yourself!

This very practical interactive book will give you some quick insight into non-verbal communication and understanding your personal style of communication. Of course it's for real sales people, so there are sections like "Defrosting Cold Calls" and "Organizing for Greater Sales." But we could all stand some help in "Conquering the Paperwork Mountain" and "Salvaging Scrap Time." Morgan carried an organizer in the seventh grade, so a career in sales is not hard to imagine. But she makes this information very useful for the rest of us. I liked the worksheets, forms, cartoons and puzzles along with the hard-core sales information