91 Mistakes Smart Salespeople Make

Title : 91 Mistakes Smart Salespeople Make
Year : 2006
Author : Tim Connor, CSP

Content
Foreword: Have You Met Seymour?
Introduction
Sales Quiz
Index of Mistakes
Index ofTurn-Arounds
Chapter One: Attitude Mistakes
Chapter Two:Prospecting Mistakes
Chapter Three: SalesPresentation Mistakes
145 Chapter Four: Handling Objections and ClosingMistakes
Chapter Five: Timeand Territory : Management Mistakes
Chapter Six: Record-KeepingMistakes
Chapter Seven: After-Sales Service Mistakes
Sales Quiz Answers
Personal Skill and AttitudeAssessment
Summary
Afterword: Are Salespeople Becoming Obsolete?
Recommended Reading

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