Sales Survival Handbook
portes grátis
Sales Survival Handbook
Cold Calls, Commissions, and Caffeine Addiction--The Real Truth About Life in Sales
Kupchik, Ken
HarperCollins Focus
03/2018
208
Mole
Inglês
9780814438640
15 a 20 dias
290
Descrição não disponível.
Foreword ix
INTRODUCTION 1
1. WELCOME TO SALES 3
Is Sales Right for You? (Quiz) 5
Sales Terms and Definitions 8
What to Expect: The Good, the Bad, and the Crazy 11
Coming to Terms: The Five Stages of Sales Grief 15
Picking the Right Company and Spotting Red Flags 17
2. EVERYDAY LIFE IN SALES 21
Coming Out to Your Family and Friends As a Salesperson 23
The Different Types of Salespeople 25
The Different Types of Sales Managers 30
Comp Plans, Sandbagging, and How to Deal with Inconsistent Income 34
Getting Along with Your Coworkers in Sales 39
The Sales Diet 43
Mission Impossible: Dating While Working in Sales 47
Dealing with the Long Hours 50
3. PROSPECTING 57
Irrational Optimism: The Truth About How to Succeed in Sales 59
Leads and Why Most of Them Suck 63
How to Beg for Referrals 67
Cold-Calling 70
Business-to-Business Sales 75
Business-to-Consumer Sales 82
Door-to-Door Sales 90
How to Get Out of a Sales Slump Without Breaking the Law 96
4. CUSTOMERS 103
The Different Types of Customers 105
Are Buyers Really Liars? 110
Building Rapport 114
Listening: The Most Important Sales Skill 118
Objections and How to Overcome Them Without Tears 122
Dealing with Rejection 132
Closing the Deal 136
5. AFTER THE SALE 143
What to Do/Not to Do After the Sale 145
Spending Your Commission Checks 150
Going from Hero to Zero 154
Sales Management: Getting Promoted 156
Sales Trainers and How to Spot the Con Men 161
How to Switch Sales Jobs 165
Rules for Quitting Your Sales Job 168
Writing Your Letter of Resignation 170
PSSD (Post-Sales Stress Disorder) 172
CONCLUSION 177
Acknowledgments 181
Notes 183
Index 185
INTRODUCTION 1
1. WELCOME TO SALES 3
Is Sales Right for You? (Quiz) 5
Sales Terms and Definitions 8
What to Expect: The Good, the Bad, and the Crazy 11
Coming to Terms: The Five Stages of Sales Grief 15
Picking the Right Company and Spotting Red Flags 17
2. EVERYDAY LIFE IN SALES 21
Coming Out to Your Family and Friends As a Salesperson 23
The Different Types of Salespeople 25
The Different Types of Sales Managers 30
Comp Plans, Sandbagging, and How to Deal with Inconsistent Income 34
Getting Along with Your Coworkers in Sales 39
The Sales Diet 43
Mission Impossible: Dating While Working in Sales 47
Dealing with the Long Hours 50
3. PROSPECTING 57
Irrational Optimism: The Truth About How to Succeed in Sales 59
Leads and Why Most of Them Suck 63
How to Beg for Referrals 67
Cold-Calling 70
Business-to-Business Sales 75
Business-to-Consumer Sales 82
Door-to-Door Sales 90
How to Get Out of a Sales Slump Without Breaking the Law 96
4. CUSTOMERS 103
The Different Types of Customers 105
Are Buyers Really Liars? 110
Building Rapport 114
Listening: The Most Important Sales Skill 118
Objections and How to Overcome Them Without Tears 122
Dealing with Rejection 132
Closing the Deal 136
5. AFTER THE SALE 143
What to Do/Not to Do After the Sale 145
Spending Your Commission Checks 150
Going from Hero to Zero 154
Sales Management: Getting Promoted 156
Sales Trainers and How to Spot the Con Men 161
How to Switch Sales Jobs 165
Rules for Quitting Your Sales Job 168
Writing Your Letter of Resignation 170
PSSD (Post-Sales Stress Disorder) 172
CONCLUSION 177
Acknowledgments 181
Notes 183
Index 185
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
business;communication;customer;service;digital marketing;cold calling;persuasion;funneling;salesperson;sales;commissions;marketing;consumer;ecommerce;advertising;consumers;client;branding;business management;customers;seller;clients;customer relationship management;professional development;selling;buyer;sales funnel;target audience;customer satisfaction;personal;success;professional;growth;inspirational;motivational;business books;customer relations;consumer behavior;career success;digital communications;survival;handbook;ken kupchik;white;gift;2022;nonfiction;2023;woman;funny gifts;self help books;santa;funny books;self help;self improvement books;entrepreneur books;self development books;comedy books;humor books;economics books;men;white elephant gifts;comedy;stocking;secret santa gifts;office gifts;coworker gifts;funny stocking stuffers;boss gifts;elephant;money;funny;self help books for women;bos;secret;motivational books;inspirational books for women;graduation;networking;economics;cash;motivational books for women;habits;habit;leadership;entrepreneur gifts;motivation;motivational books for men;goals;goal setting;mba;coworker;wallstreet;confidence;millennials;self;success books;management;entrepreneur;innovation;creativity;culture;humor;leader;2023 books;help;economy;reference;improvement;entrepreneurship;development;invest;corporation;funny you;adult nonfiction;humour;mindset;setting;goal;graduation gifts;strategy;portfolio;organization;change;stuffer;office;non fic;sales book;self improvement;libby;dropped;work related;ken;email;funny coworker gifts;libro fm;2024;work;gifts for coworkers;gift for coworker;gifts for coworkers funny;funny employee gifts;human resources gifts funny;funny graduation gifts;gifts for boss funny;boss gifts funny;funny gifts for employees;funny coworkers gift;coworker gift funny;funny gifts coworker;funny gifts for bosses;funny survival gifts;funny hr gifts
Foreword ix
INTRODUCTION 1
1. WELCOME TO SALES 3
Is Sales Right for You? (Quiz) 5
Sales Terms and Definitions 8
What to Expect: The Good, the Bad, and the Crazy 11
Coming to Terms: The Five Stages of Sales Grief 15
Picking the Right Company and Spotting Red Flags 17
2. EVERYDAY LIFE IN SALES 21
Coming Out to Your Family and Friends As a Salesperson 23
The Different Types of Salespeople 25
The Different Types of Sales Managers 30
Comp Plans, Sandbagging, and How to Deal with Inconsistent Income 34
Getting Along with Your Coworkers in Sales 39
The Sales Diet 43
Mission Impossible: Dating While Working in Sales 47
Dealing with the Long Hours 50
3. PROSPECTING 57
Irrational Optimism: The Truth About How to Succeed in Sales 59
Leads and Why Most of Them Suck 63
How to Beg for Referrals 67
Cold-Calling 70
Business-to-Business Sales 75
Business-to-Consumer Sales 82
Door-to-Door Sales 90
How to Get Out of a Sales Slump Without Breaking the Law 96
4. CUSTOMERS 103
The Different Types of Customers 105
Are Buyers Really Liars? 110
Building Rapport 114
Listening: The Most Important Sales Skill 118
Objections and How to Overcome Them Without Tears 122
Dealing with Rejection 132
Closing the Deal 136
5. AFTER THE SALE 143
What to Do/Not to Do After the Sale 145
Spending Your Commission Checks 150
Going from Hero to Zero 154
Sales Management: Getting Promoted 156
Sales Trainers and How to Spot the Con Men 161
How to Switch Sales Jobs 165
Rules for Quitting Your Sales Job 168
Writing Your Letter of Resignation 170
PSSD (Post-Sales Stress Disorder) 172
CONCLUSION 177
Acknowledgments 181
Notes 183
Index 185
INTRODUCTION 1
1. WELCOME TO SALES 3
Is Sales Right for You? (Quiz) 5
Sales Terms and Definitions 8
What to Expect: The Good, the Bad, and the Crazy 11
Coming to Terms: The Five Stages of Sales Grief 15
Picking the Right Company and Spotting Red Flags 17
2. EVERYDAY LIFE IN SALES 21
Coming Out to Your Family and Friends As a Salesperson 23
The Different Types of Salespeople 25
The Different Types of Sales Managers 30
Comp Plans, Sandbagging, and How to Deal with Inconsistent Income 34
Getting Along with Your Coworkers in Sales 39
The Sales Diet 43
Mission Impossible: Dating While Working in Sales 47
Dealing with the Long Hours 50
3. PROSPECTING 57
Irrational Optimism: The Truth About How to Succeed in Sales 59
Leads and Why Most of Them Suck 63
How to Beg for Referrals 67
Cold-Calling 70
Business-to-Business Sales 75
Business-to-Consumer Sales 82
Door-to-Door Sales 90
How to Get Out of a Sales Slump Without Breaking the Law 96
4. CUSTOMERS 103
The Different Types of Customers 105
Are Buyers Really Liars? 110
Building Rapport 114
Listening: The Most Important Sales Skill 118
Objections and How to Overcome Them Without Tears 122
Dealing with Rejection 132
Closing the Deal 136
5. AFTER THE SALE 143
What to Do/Not to Do After the Sale 145
Spending Your Commission Checks 150
Going from Hero to Zero 154
Sales Management: Getting Promoted 156
Sales Trainers and How to Spot the Con Men 161
How to Switch Sales Jobs 165
Rules for Quitting Your Sales Job 168
Writing Your Letter of Resignation 170
PSSD (Post-Sales Stress Disorder) 172
CONCLUSION 177
Acknowledgments 181
Notes 183
Index 185
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
business;communication;customer;service;digital marketing;cold calling;persuasion;funneling;salesperson;sales;commissions;marketing;consumer;ecommerce;advertising;consumers;client;branding;business management;customers;seller;clients;customer relationship management;professional development;selling;buyer;sales funnel;target audience;customer satisfaction;personal;success;professional;growth;inspirational;motivational;business books;customer relations;consumer behavior;career success;digital communications;survival;handbook;ken kupchik;white;gift;2022;nonfiction;2023;woman;funny gifts;self help books;santa;funny books;self help;self improvement books;entrepreneur books;self development books;comedy books;humor books;economics books;men;white elephant gifts;comedy;stocking;secret santa gifts;office gifts;coworker gifts;funny stocking stuffers;boss gifts;elephant;money;funny;self help books for women;bos;secret;motivational books;inspirational books for women;graduation;networking;economics;cash;motivational books for women;habits;habit;leadership;entrepreneur gifts;motivation;motivational books for men;goals;goal setting;mba;coworker;wallstreet;confidence;millennials;self;success books;management;entrepreneur;innovation;creativity;culture;humor;leader;2023 books;help;economy;reference;improvement;entrepreneurship;development;invest;corporation;funny you;adult nonfiction;humour;mindset;setting;goal;graduation gifts;strategy;portfolio;organization;change;stuffer;office;non fic;sales book;self improvement;libby;dropped;work related;ken;email;funny coworker gifts;libro fm;2024;work;gifts for coworkers;gift for coworker;gifts for coworkers funny;funny employee gifts;human resources gifts funny;funny graduation gifts;gifts for boss funny;boss gifts funny;funny gifts for employees;funny coworkers gift;coworker gift funny;funny gifts coworker;funny gifts for bosses;funny survival gifts;funny hr gifts
