Sales Techniques. Handbook

Autores:Mañas Viniegra, Luis;

Categoría:Libros de Texto

ISBN: 9788468170596

Editorial CEP, S.L. nos ofrece Sales Techniques. Handbook en inglés, disponible en nuestra tienda desde el 04 de Agosto del 2016. Prepárate para tu futuro con este libro de texo perfectamente adaptado para tu aprendizaje por su cuidado temario. Este libro cuenta con un total de 160 páginas , unas dimensiones de 24x21 cm .

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Argumento de Sales Techniques. Handbook

The actual volume includes the fundamental contents for the teaching of the program "Sales Techniques". This material has been designed to provide support in any activity destined for the learning of professional competences.
The arrangement of the handbook is the following:
• General and specific objectives
• Theoretic development of the syllabus
• Proposal of activities
• Unit summary
• Glossary of terms
• Bibliography0SALES TECHNIQUES UNIT 1. SALES PROCESS - Types of selling - Stages of the sales process - Sales preparation - Customer approach - Analysis of a product/service - Sales argumentation WHAT WE HAVE LEARNT UNIT 2. APPLICATION OF SALES TECHNIQUES - Presentation and demonstration of product/service - Demonstrations in front of a large number of customers - Sales pitch - Techniques for refuting objections - Techniques for persuading people to buy - Cross-selling - Communication skills applied to the sales process - Remote communication techniques WHAT WE HAVE LEARNT UNIT 3. MONITORING CUSTOMER LOYALTY - Trust and business relationships - Loyalty strategies - Outsourcing of customer relationships: telemarketing - Customer relationship management (CRM) applications WHAT WE HAVE LEARNT UNIT 4. RESOLUTION OF THE CONFLICTS AND CLAIMS TYPICAL OF SALES - Conflicts and claims in the sales process - Management of complaints and claims - Resolution of claims WHAT WE HAVE LEARNT GLOSSARY ANSWER KEY BIBLIOGRAPHY