by James D. Porterfield · John Wiley & Sons · tapa blanda · ISBN 9780471115670
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«Teleselling: A Self-Teaching Guide» is the telephone selling guide by James D. Porterfield, published by Wiley in paperback (240 pages, in English).
The work presents a proven, detailed telephone selling system to improve commercial results. It explains how to capture and maintain the listener's attention, prepare a call strategy, sharpen listening skills, know when to ask for the order and close the sale, with examples, tips and exercises to design your own sales plan.
The work belongs to the Wiley Self-Teaching Guides collection (No. 135) and is the second edition, a revision of «Selling on the Phone» (1985).
The book is aimed at sales professionals, telemarketers and salespeople who want to improve their results in telephone selling.
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