New sales speak : the 9 biggest sales presentation mistakes and how to avoid them
Title:
New sales speak : the 9 biggest sales presentation mistakes and how to avoid them
Author:
Sjodin, Terri L.
ISBN:
9780471755654
Personal Author:
Edition:
2nd ed.
Publication Information:
New York ; Chichester : Wiley, 2006.
Physical Description:
xiv, 271 p. : ill. ; 23 cm.
General Note:
Formerly CIP.
Contents:
1. Making a commitment to success -- 2. Sales speak : selling, speaking, and the partnership between the two -- 3. Mistake number 1 : winging it -- 4. Mistake number 2 : being too informative versus persuasive -- 5. Mistake number 3 : misusing the allotted time -- 6. Mistake number 4 : providing inadequate support -- 7. Mistake number 5 : failing to close the sale -- 8. Mistake number 6 : being boring, boring, boring -- 9. Mistake number 7 : relying too much to visual aids -- 10. Mistake number 8 : distracting gestures and body language -- 11. Mistake number 9 : wearing inappropriate dress -- 12. Is there a 10th mistake? : failing to earn the right to be heard -- 13. How to do a self-evaluation -- 14. Pearls of wisdom - great sales stories and insights -- 15. Summary : the nine biggest mistakes.
Subject Term:
Electronic Access:
Publisher description http://www.loc.gov/catdir/enhancements/fy0645/2005048989-d.htmlTable of contents http://www.loc.gov/catdir/enhancements/fy0645/2005048989-t.html