THE STORY GOES LIKE THIS………….

CHARACTERS Max and Minnie

Oracle

The Closer - Cassuis

The wizard - Toby

The Builder - Ben

The captain and his crew

BEDROCK QUESTIONS:

Who are our customers?

Who are our competitors?

Why do customers want

what we are selling?

What would make them prefer

to buy from us?

Why might they prefer to buy

from our competitors?

What added values does our

salesperson have to offer to

make a sale?

THE NINE STEPS OF SELLING

MARKETING:

1. Marketing Communication

2. Generating leads

3. Qualifying prospects

Sales:

1. Presentation

2. Resolving Objections

3. Closing the sale

Service

1. Execution and service

2. Building Relationships

3. Repeat Business

JEFF COX

Jeff Cox displayed his remarkable gift for

translating complex theories into entertaining

stories.

Co-author of Zapp! and The Goal

HOWARD STEVENS Howard Stevens is chairman and CEO

of The HR Chally Group

Sales performance consulting

corporation providing personnel

assessment and research services to

more than 2,500 customers in 35

countries

Stevens specializes in sales

Stevens is the author of several

books on sales and management,

including The Quadrant Solution

(AMACOM Books, 1991) and

Achieve Sales Excellence (Adams

Media, 2007)

Presented his sales program more than

500 times in 30 countries for

corporations, trade associations,

government agencies, and universities. 

Stevens also teaches world-class sales at

universities and graduate schools of

business

Serves on the Sales Advisory Board

for Ohio University and the

Foundation Board of Wright State

University.

REVIEW

• Simple

• Interesting

• Understandable

• Easy explanation of business concepts

• Entertaining

PRODUCT DETAILSPaperback: 255 pages

Publisher: Touchstone; Reprint edition

(January 3, 2001)

Language: English

ISBN-10: 0684856018

ISBN-13: 978-0684856018

Product Dimensions: 5.5 x 0.6 x 8.5

inches

BY

A.R.ROHINI