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Selling to anyone over the phone [electronic resource] / Renee P. Walkup, with Sandra McKee ; foreword by Karen Robinson.

By: Contributor(s): Publication details: New York : American Management Association, c2006.Description: xi, 194 p. : ill. ; 23 cmSubject(s): Genre/Form: DDC classification:
  • 658.8/72 22
LOC classification:
  • HF5438.3 .W34 2006eb
Online resources:
Contents:
Polishing your phone sales tools -- The playing process -- Identifying personality types over the phone -- Getting gatekeepers to work for you -- Planning and tracking -- Setting up for success -- Listening through the words -- Asking high-value questions -- Selling through objections -- Negotiating the close.
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Cover image Item type Current library Home library Collection Shelving location Shelf location Call number Materials specified Vol info Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
E-Book Taylor's Library-TU 658.8/72 (Browse shelf(Opens below)) e-book

Includes index.

Polishing your phone sales tools -- The playing process -- Identifying personality types over the phone -- Getting gatekeepers to work for you -- Planning and tracking -- Setting up for success -- Listening through the words -- Asking high-value questions -- Selling through objections -- Negotiating the close.

TSLHHL

Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.