TY  - GEN
AU  - Bauer,Arthur R.
AU  - Manning,Gerald L.
ED  - LearnCom (Firm)
TI  - Ask for the order: Instructor's Kit 
U1  - 658.85 
PY  - 2004///
CY  - Bensenville, Ill
PB  - LearnCom
KW  - Selling
N1  - "A Complete Sales Training Course in a Box!" -- Cover [1]; Instructor's Kit includes: 26 minute AFTO Video (and /or DVD) -- Training leader's guide, 38 pages -- CD-ROM with Training Leader's Guide, Participant's Workbook and 22 slide PowerPoint presentation; Meeting Kit includes: 25 - AFTO participant buttons ("I AFTO...do you?) -- 25-AFTO note pads -- 25-AFTO reminder cards -- 25-Certificates of completion -- 1 - 12" x 24" 4 color AFTO poster, suitable for framing; AFTO key learning points: Customers expect you to AFTO -- Fear is the main reason salespeople don't AFTO -- What is tough minded selling? -- Don't mistake doubt for rejection -- The 3D approach to selling - Dedication, Discipline, Determination -- To close a sale, ask a closing question -- Using the direct approach to closing questions -- Using the indirect approach -- When should closing question be axked?
N2  - "Despite all the changes in the selling process, one facet has remained constant. Salespeople have the ultimate responsibility for bringing all their selling activities to a successful closer. And closing is all about Asking for the Order." -- Back Cover
ER  -