The Power of Selling, 2010a

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2008, http://www.america.gov/st/businessenglish/2008/May/20080603233010eaifas0.8230554.html (accessed September 19, 2009). 18. [15] Guy Kawasaki, “The Art of the Start,” video, April 29, 2006,http://www.youtube.com/watch?v=L3xaeVXTSBg (accessed September 28, 2009). 19. [16] District Director David C. Dickson, Philadelphia, Small Business Association, SCORE Open House, September 22, 2009, Valley Forge, PA. 20. [17] United States Patent and Trademark Office, “What Is a Patent?”http://www.uspto.gov/go/pac/doc/general/#patent (accessed September 28, 2009). 21. [18] U.S. Department of State’s Bureau of International Information Programs, “Entrepreneurship Aids the Economy: Most Economists Agree that Entrepreneurship Is Essential to Any Economy,” May 12, 2008, http://www.america.gov/st/businessenglish/2008/May/20080603233010eaifas0.8230554.html (accessed September 19, 2009). 22. [19] U.S. Department of State’s Bureau of International Information Programs, “Entrepreneurship Aids the Economy: Most Economists Agree that Entrepreneurship Is Essential to Any Economy,” May 12, 2008, http://www.america.gov/st/businessenglish/2008/May/20080603233010eaifas0.8230554.html (accessed September 19, 2009). 23. [20] Small Business, “Entrepreneurs Add Vitality to the Economy,”http://www.smallbusinessnotes.com/aboutsb/vitality.html (accessed September 19, 2009). 24. [21] Small Business, “Entrepreneurs Add Vitality to the Economy,”http://www.smallbusinessnotes.com/aboutsb/vitality.html (accessed September 19, 2009). 25. [22] Federal Reserve Bank of Dallas, “Everyday Economics,”http://www.dallasfed.org/educate/everyday/ev3.html (accessed September 19, 2009). 26. [23] Sean Silverthorne, “Government’s Positive Role in Kick-Starting Entrepreneurship,” HBS Working Knowledge, December 7, 2009, http://hbswk.hbs.edu/item/6318.html(accessed January 3, 2010). 27. [24] Laura Petrecca, “Tough Times Drive Start-Ups,” USA Today, September 14, 2009, B2. 28. [25] Theresa Howard, “Investors Seek Pot of Gold on TV,” USA Today, June 25, 2009, B1, 2. 29. [26] Nicos Nicolaou, Scott Shane, Lyn Cherkas, Janice Hunkin, and Tim D. Spector, “Is the Tendency to Engage in Entrepreneurship Genetic?” Management Science 54, no. 1 (January 2008): 167– 79, http://mansci.journal.informs.org/cgi/content/abstract/54/1/167(accessed September 21, 2009). Saylor URL: http://www.saylor.org/books Saylor.org 643
30. [27] Jim Hopkins, “Starting a Business: What It Takes,” USA Today, October 25, 2006,http://www.usatoday.com/money/smAllBusiness/2006-07-30-starting-yourbusiness_x.htm (accessed September 19, 2009). 31. [28] Laura Petrecca, “Tough Times Drive Start-Ups,” USA Today, September 14, 2009, B1. 32. [29] Maureen Rothman, SCORE Open House, September 22, 2009, Valley Forge, PA. 33. [30] Eilene Zimmerman, “Teenagers Are Building Their Own Job Engine,” New York Times, June 28, 2009, B10. 34. [31] Susan L. Reid, “Take Control of Your Retirement: Become a Midlife Entrepreneur,” American Express, August 25, 2009, http://www.openforum.com/idea-hub/topics/innovation/article/take-control-of-yourretirement-become-a-midlife-entrepreneur-susan-l-reid (accessed September 28, 2009). 35. [32] Laura Petrecca, “From Corporation to Start-up: Who Is Going to Fix the Printer?” USA Today, September 21, 2009,http://www.usatoday.com/money/smallbusiness/startup/week2-corporation-tostartup.htm (accessed September 21, 2009). 36. [33] Laura Petrecca, “Leaving Corporate Life Behind,” USA Today, September 21, 2009, B1, 2. 37. [34] Laura Petrecca, “Leaving Corporate Life Behind,” USA Today, September 21, 2009, B1, 2. 38. [35] Karen E. Spaeder, “How to Research Your Business Idea,” Entrepreneur,http://www.entrepreneur.com/article/printthis/70518.html (accessed September 19, 2009). 39. [36] Karen E. Spaeder, “How to Research Your Business Idea” Entrepreneur,http://www.entrepreneur.com/article/printthis/70518.html (accessed September 19, 2009). 40. [37] Ilya Bodner, “Social Entrepreneurship,” Fast Company, June 2, 2009,http://www.fastcompany.com/blog/ilya-bodner/true-business-credit-card/socialentrepreneurship (accessed September 21, 2009). 41. [38] Max Chafkin, “The Wexley Way: How to Think Creatively in 8 Easy Steps,” Inc., February 19, 2009, http://www.inc.com/articles/2009/02/wexley.html (accessed September 19, 2009). 42. [39] Ridgely Evers, “The Three Toughest Questions,” Inc., April 1, 2008,http://www.inc.com/resources/startup/articles/20080401/revers.html (accessed September 19, 2009). Saylor URL: http://www.saylor.org/books Saylor.org 644
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This text was adapted by The Saylor
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helping you learn and succeed. In f
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Sales professionals (left to right)
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Andrew Sykes, Pharmaceutical Sales
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Chapter 1 The Power to Get What You
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Pearson-Bernard, the president and
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Mac and fries, and you always know
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Personal selling is a powerful part
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But the bigger story is the fact th
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understand the power of collaborati
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departments, according to Dennis J.
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At times, however, sales and market
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6. [4] Bureau of Economic Analysis,
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Chapter 6 "Why and How People Buy:
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Resource Description information. J
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Choosing a career direction and wri
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managed your costs and time. Every
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Now that you have read this chapter
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2. Write your personal mission stat
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garage in 1976. Jobs said, “I was
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Contrary to popular belief, speakin
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evealed that boomers are more likel
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many can put it all together.” [2
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phone?” No techno-talk, no slick
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A good salesperson does more than s
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18. [13] Margaret Norton, “Is the
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Toshiba to manufacture laptop compu
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Types of B2B and B2C Selling When y
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outside salesperson. Inside salespe
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Title Description Industries manage
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Selling Power Magazine “50 Best C
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You’ve now seen how B2B, B2C, and
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want to focus on making a contribut
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14. [7] Justin Sorkin, “AT&T Urgi
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lasting impression. If you think yo
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Figure 2.8 Standard Résumé Incorp
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Now, it’s time to put your brand
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Step 4: Write Your Bullet Points On
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Consider the difference between the
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1. First paragraph. Introduction an
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Step 3: Write Your Cover Letter Wit
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Saylor URL: http://www.saylor.org/b
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KEY TAKEAWAYS Your résumé and co
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Now it’s time to put what you’v
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The Power of Building Relationships
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ather than what you want to sell he
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single man could and should be nurt
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For example, many companies offer l
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Trust Me “The check is in the mai
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No one likes to deliver bad news. B
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according to Tim Conner, sales trai
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irthday celebration went, or even j
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A solid relationship is essential,
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29. [24] Tom Reilly, “Relationshi
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than your friends? Do you speak to
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opinions in their decision making.
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Expressives are creative and can se
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thanks.” It’s important to note
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16. [13] Barton A. Weitz, Stephen B
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providing an excellent method to ne
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Jon: Have you talked to anyone at U
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down an otherwise promising job can
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Search the social networking job bo
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7. [3] Meredith Levinson, “How to
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Role: Pharmaceutical sales manager
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7. Be professional; focus on facts
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eliefs and moral conduct. [6] Your
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marketing at the University of Notr
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Ethical Dilemmas in Business Not al
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just like personal ethics, mean doi
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attached. You might miss the opport
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Religion Values provide your person
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You learned about creating your per
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These ten things are the principles
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Ludwig, author ofPower Selling, exp
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At some point in your selling caree
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o o Simon Cowell Angelina Jolie 4.
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21. [19] Julie Creswell and Landon
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44. [42] FedEx, “Company Informat
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Conduct, for example, explains when
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Family interests create a conflict
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documents related to that fact, led
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come face-to-face with these differ
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9. [3] Starbucks, Business Ethics a
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Selling Yourself versus Stretching
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You: Well, I’ve been trying to ge
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Figure 4.4Sample References Letters
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Now that you have read this chapter
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2. What influences your values? Mak
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has often been referred to as a sof
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The same thing can happen in a sell
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Figure 5.3 Letter of Apology from J
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you receive the check. Specificity
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Take notes. While it may seem like
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Figure 5.4 The Impact of Intonation
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Touch Space or proximity Dress Mul
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Touch neck: insecurity Crossed legs
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extra time to review before you sen
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EXERCISES 1. Choose an advertisemen
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22. [13] Patricia M. Buhler, “Man
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and established practices aren’t
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Etiquette Tips for Conversations, M
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The purpose of a business breakfast
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Now, we’re seeing a bit of a reve
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Don’t leave a long, rambling voic
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Proper etiquette is a necessity in
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10. [4] Kim Richmond, “Poll: Entr
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31. [25] Patrick Welsh, “Txting A
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An informational interview is exact
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Informational interviews are usuall
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Bring extra copies of your résumé
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Your interviewee will most likely s
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13. [8] “Informational Interviewi
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You are meeting with a potential cu
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and is best used for communicating
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The science of consumer behavior de
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what anyone did for a living, or if
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Although recovery will be going on
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to retailers such as Foot Locker, w
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and your decisions don’t put you
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Figure 6.7 Comparison of B2C and B2
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technology will not only be expensi
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The September 2009 issue of Vanity
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An individual such as a buyer, purc
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Content,http://www.associatedconten
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The Traditional View of the Seven S
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6. Evaluating proposals. After the
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world to solve the problem. This is
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Norm Brodsky is the owner of an arc
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Traditional Seven Steps of Selling
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Figure 6.10 Nutritional Information
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Source:http://www.thedailyplate.com
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Table 6.3 FAB in Action Product Fea
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The traditional B2B buying process
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15. [10] Bryan Eisenberg, “Buying
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40. [36] Bryan Eisenberg, “Want T
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Brand Positioning Point Feature Adv
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Choose a few work samples. Select s
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A word of caution: Your professiona
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6. [2] “Job Search: Back Up Your
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You are a salesperson for an advert
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Chapter 7 Prospecting and Qualifyin
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Saylor URL: http://www.saylor.org/b
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If you’re satisfied with his resp
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happens if the customer is not inte
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and prospecting for new customers.
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16. [13] Dave Dolak, “Sales and P
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good fit. Sometimes you aren’t ac
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1. Describe the ideal customer for
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It costs five times more to attract
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If you’re a member of the America
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Forget Google for a minute. It migh
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Database or Directory Good source f
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Business journals such as the Phila
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As a salesperson, you can use trade
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isn’t a qualified prospect. For t
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egin prospecting for another lead a
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latest Google search results based
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KEY TAKEAWAYS Prospecting takes c
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21. [15] Paige Palmateer, “Inaugu
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employment agencies. This is a fair
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you might or might not find later o
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Local business journals, like the P
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Business Directories and Databases
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sites to gather stats. Publicly hel
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3. When a customer says, “It’s
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9. There are several business journ
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service in order to make a decision
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Listing your goals in writing befor
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Sporting Goods, Dick’s Sporting G
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presentation. For instance, you mig
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the company also has a communicatio
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companies or people he has worked w
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13. [7] Marcel Sim, “Leveraging Y
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play MP3s, store a day planner, sur
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for instance—can often be a surpr
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question early on in the sales call
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8. [2] Mark Anthony, “The Psychol
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According to Gary Duncan, principal
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SMART objectives give you the power
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3. Assume you are a financial advis
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order. For example, Szaky knows tha
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2. Assume you are the director of d
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tool, in combination with five othe
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on your part. If one of your target
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SMEI http://smei.associationcareern
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Internships and professional organi
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Use networking sites like LinkedIn
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You can determine SMART precall obj
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TEST YOUR POWER KNOWLEDGE ANSWERS 1
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The Approach: The Power of Connecti
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Communication Customization Collab
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taste in shoes. As long as the appr
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you will read more about the dos an
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included fifteen-second audio spots
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7. [4] Brian Johnson’s Philosophe
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9.2 How to Start Off on the Right F
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Approaching by Telephone Establishi
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uilding up your wardrobe so that yo
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prospect’s name in the heading an
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new contacts: “I thought you migh
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stop by on Tuesday morning so we ca
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in the retail environment as it is
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Customers can’t seem to stop sayi
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1. Take the listening quiz by click
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19. [12] Sharon Drew Morgan, “Thi
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43. [36] Donna Siegel, “Relations
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fewer paper jams than any other cop
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contact you. She thought your compa
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ing out several products for custom
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move straight into a question or cu
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9.4 Overcoming Barriers to Success
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to go through the gatekeeper first.
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2. Imagine that you are a sales rep
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Your elevator pitch is critical bec
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ask the person for their business c
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Power Wrap-Up Now that you have rea
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3. Use your elevator pitch in a pro
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about to connect in an exciting way
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presentations to their prospect’s
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will you have to find a parking gar
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EXERCISES 1. You are preparing for
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to take off a jacket and tie than t
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EXERCISES 1. Review the clothes tha
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A good salesperson can read group d
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keeping an eye on group dynamics du
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When the five executives arrived, W
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It is also important to resist the
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salespeople who are starting out an
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won’t get read. [30] Don’t rely
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A cost-benefit analysis asks the qu
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through but (b) establishing a conn
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2008,http://www.completeselling.com
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36. [29] Geoff William, “The Perf
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prospect you have already met.) [4]
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You: So your IT people have regular
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In smaller sales, obtaining commitm
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unstated needs: situation, problem,
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1. Learn the five steps of a succes
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that shows how outsourcing your bac
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to make sure you understand and hav
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information you are presenting and
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a call to action that asks the pros
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Timing: When to Deliver Your Propos
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The most important ingredient of a
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18. [10] Kelley Robertson, “How t
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10.6 Selling U: Selling Yourself in
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Does this company deal in B2B or B2
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important to be honest when you res
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Interviewers often ask this questio
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Step 8: Prepare Your Wardrobe Your
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A job interview is like a sales pre
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18. [15] Kim Richmond, Brand You, 3
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PUT YOUR POWER TO WORK: SELLING U A
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Chapter 11 Handling Objections: The
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What Are Objections? Objections, al
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what you can deliver and by when. I
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When Prospects Object While you may
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identifying his problem, and presen
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2. Try to sell your professor on co
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11.2 Types of Objections and How to
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Don’t say anything negative about
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When a prospect has a source object
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car has what you want. At this poin
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uild a deeper trust. [18] Just as w
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14. [7] Felice Philip Verrecchia,
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This is another opportunity to refe
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Mention something specific that you
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Do proof your thank-you e-mail or n
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Thank-you notes are a reflection of
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You understand how to use a follow-
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3. A prospect may object at any tim
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salesperson who continues to follow
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Relationship selling doesn’t work
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http://www.bestsampleletters.com/sa
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Web site so unique is that you can
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a negative impact on the company’
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6. Imagine that you are a sales rep
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28. [22] Tamara Monosoff, “Focus
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asking customers what they think ca
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(scores of 7 to 8), reflect poorly
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14. [8] Rob Markey, Fred Reichheld,
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Plan your route. Even though you pr
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1. Assume you just accepted a job o
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You can identify ways to add value
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2. Identify someone who already wor
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unstructured, and sometimes unpredi
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his insights to help you be success
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Procurement or product development
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Figure 14.3 Activities of Salespeop
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Poor planning. Avoid getting caught
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Being successful in sales doesn’t
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one of the components of the compen
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Page 596 and 597: some performance KPIs and conversio
Page 598 and 599: KPI Name Calculation KPI Goal Avera
Page 600 and 601: Activity Color (Red, Yellow, Green)
Page 602 and 603: Activity Comments Time to complete
Page 604 and 605: [10] Data from Gerald L. Manning, B
Page 606 and 607: [32] Jim Kahrs, “Sales Compensati
Page 608 and 609: passion and desire he played with,
Page 610 and 611: It may seem counterintuitive, but t
Page 612 and 613: It’s virtually impossible to be s
Page 614 and 615: 3. Assume you are a designer and yo
Page 616 and 617: 2005,http://kansascity.bizjournals.
Page 618 and 619: find the right internship to help y
Page 620 and 621: Your campus career center and facul
Page 622 and 623: eight hours for every twenty-four-h
Page 624 and 625: Professional Organization Informati
Page 626 and 627: 8. [5] Kim Richmond, Brand You, 3rd
Page 628 and 629: 7. Is it possible for an employer t
Page 630 and 631: sites and review the mission, event
Page 632 and 633: 15.1 The Power of Entrepreneurship
Page 634 and 635: Approximately 75 percent of new job
Page 636 and 637: These facts reflect the importance
Page 638 and 639: Tech-savvy teenagers are starting o
Page 640 and 641: Best Social Entrepreneurs View the
Page 642 and 643: View Entrepreneur magazine’s list
Page 646 and 647: 43. [40] Scott A. Shane, “Failure
Page 648 and 649: a business plan are standard. The f
Page 650 and 651: Private investors may want to have
Page 652 and 653: When you present your business plan
Page 654 and 655: Entrepreneur: Noah Lehmann-Haupt Ho
Page 656 and 657: Entrepreneur: Jeremy Bloom Article:
Page 658 and 659: Resource Name and Web Site Descript
Page 660 and 661: Resource Name and Web Site Descript
Page 662 and 663: You can describe the impact that en
Page 664: 3. Free market system is an economy
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