WorkLife: Understand Selling 工作生活：自我表现篇

No business can succeed without effective salespeople. Understanding professional salesmanship is, therefore, a key competency not only for front-line salespeople, but for anyone whose job in any way affects the most important asset any organization has - its customers.
Professional sellers understand the necessity of making an excellent first impression. They know that a feature of their product only helps to make a sale if the customer can see how it will benefit them. And they understand each stage of the sales process, from the basics of questioning and listening to leading a customer towards saying "Yes, please - I’ll buy it." So, whether your customer is someone in a dress shop, a highly skilled buyer in a multi-national, an entire board committee, or a middle manager controlling a budget, you need to develop the selling skills that will make more profitable sales quickly.

Whatever you are selling, find out how good preparation, customer focus and effective interaction will enable you to make a sale.Practical techniques, effective tips, five-minute fixes and case studies equip you to succeed in the real world.Set your goals and check your progress with self-assessment exercises.

1 Prepare For Your Customers
　Understand the Sales Relationship
Make a Good First Impression
　Communicate Persuasively
　Identify Customer Benefits
2 Find Your Customers
　Know Your Market
　Get Organized
　The Sales Forecast
　Find Your Prospects
　Develop Your Sales Pipeline
3 Manage The Sales Process
　Define the Sales Process
　Plan the Initial Sales Call
　Open the Sale
　Qualify Your Prospects
　Complete the Opening Call
　Build the Sale
　Make Your Proposal
　Present Your Solution
　Negotiate the Best Terms
　Clinch the Deal
　Protect Your Time
4 Deliver Customer
　Satisfaction
　Put the Customer First
　Satisfy Your Customers
　Satisfy Your Retail Customers
　Offer a First-Class Service
5 Manage Your
　Key Accounts
　Focus on Your
　Best Customers
　Build Your Account Team
　The Key Account Process
　Critical Success Factors
　Write Your Key Account Plan
　Complete Your Key Account Plan
Index
Acknowledgments