Compete and Win in Telecom Sales: A Step-by -Step Guide for Successful Selling
Author:   Philip Max Kay
Publisher:   McGraw-Hill Education - Europe
ISBN:  

9781578200627


Pages:   170
Publication Date:   15 February 2001
Format:   Paperback
Availability:   In Print   Availability explained
This item will be ordered in for you from one of our suppliers. Upon receipt, we will promptly dispatch it out to you. For in store availability, please contact us.

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Compete and Win in Telecom Sales: A Step-by -Step Guide for Successful Selling


Overview

For anyone ready to launch a successful career in sales for telecom equipment, services and technologies, or for veterans ready to break through to a higher level, this book provides a practical eight-step program for successful selling. The rapidly chang

Full Product Details

Author:   Philip Max Kay
Publisher:   McGraw-Hill Education - Europe
Imprint:   McGraw-Hill Inc.,US
Dimensions:   Width: 15.60cm , Height: 1.00cm , Length: 23.40cm
Weight:   0.350kg
ISBN:  

9781578200627


ISBN 10:   1578200628
Pages:   170
Publication Date:   15 February 2001
Audience:   General/trade ,  General
Format:   Paperback
Publisher's Status:   Active
Availability:   In Print   Availability explained
This item will be ordered in for you from one of our suppliers. Upon receipt, we will promptly dispatch it out to you. For in store availability, please contact us.

Table of Contents

Preface, Chapter 1 - The Wonderful World of Selling, Chapter 2 - The Eight-Step Sales Process, Chapter 3 - Step 1: Prospecting - The Foundation of Success, Chapter 4 - Step 2: Great First Appointments, Chapter 5 - Step 3: Qualifying, Chapter 6 - Step 4: Fact-Finding, Chapter 7 - Step 5: Effective Presentations, Chapter 8 - Step 6: Overcoming Objections, Chapter 9 - Step 7 : Closing, Chapter 10 - Step 8: Follow-Up and Support, Chapter 11 - Success and Failure

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Author Information

Philip Max Kay is the #1 sales trainer in the telecommunications industry, having trained over 5,000 telecommunications sales professionals. His clients range from many well-known telecom companies such as SBC Communications, Sprint, Ericsson, Nortel, Lucent, Toshiba and Panasonic, to small emerging telecom companies such as e.spire, KMC Telecom, Gillette Gobal Networking and Staples Communications. Mr. Kay has a B.A. in economics from Colby College, and an MBA in marketing from Boston University.

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