La Venta Profesional
by Heller, Martin E.Format: Paperback
Pub. Date: 2001-07-01
Publisher(s): Lightning Source Inc
Availability: This title is currently not available.
Other versions by this Author
List Price: $23.00
Rent Book
Select for Price
New Book
We're Sorry
Sold Out
Used Book
We're Sorry
Sold Out
eBook
We're Sorry
Not Available
Summary
Manual de Venta Profesional de todo tipo de productos y servicios.
Author Biography
Martin E. Heller es Licenciado en Administracion de Empresas de la Universidad de Buenos Aires. Actualmente es es Consultor de empresas en Gestion Profesional de Ventas y Presidente de Heller Consulting. Asimismo ha sido Conferencista Internacional en la especialidad y ha desarrollado una importante labor en la capacitacion y consultoria de equipos de ventas de reconocidas empresas
Table of Contents
| Prologo | p. 7 |
| De Los Fundamentos de La Venta | |
| Que es La Venta? | p. 13 |
| Por que se Compra? | p. 25 |
| Analisis del Producto o Servicio | p. 29 |
| La Relacion Prospecto-Vendedor | p. 37 |
| Analisis de las Necesidades del Prospecto | p. 45 |
| A casi todos los que deseen vender | p. 49 |
| La Capacitacion del Vendedor Profesional | p. 53 |
| De Las Tecnicas Profesionales de Venta | |
| Observaciones | p. 61 |
| Introduccion a las Tecnicas Profesionales de Venta | p. 63 |
| Despertar el Interes del Prospecto | p. 65 |
| El Arte de Preguntar | p. 69 |
| La Venta de Beneficios de un Producto | p. 79 |
| Tratamiento de Objeciones | p. 83 |
| Tratamiento de Senales Positivas de Compra | p. 88 |
| Tacticas para el Cierre de Ventas | p. 91 |
| La Actividad Posventa | p. 97 |
| Del Profesionalismo del Vendedor | |
| Introduccion | p. 102 |
| Los Principios Eticos del Vendedor Profesional | p. 103 |
| El Nivel de Motivacion del Vendedor | p. 108 |
| La Administracion del Tiempo del Vendedor | p. 114 |
| Table of Contents provided by Syndetics. All Rights Reserved. |
An electronic version of this book is available through VitalSource.
This book is viewable on PC, Mac, iPhone, iPad, iPod Touch, and most smartphones.
By purchasing, you will be able to view this book online, as well as download it, for the chosen number of days.
Digital License
You are licensing a digital product for a set duration. Durations are set forth in the product description, with "Lifetime" typically meaning five (5) years of online access and permanent download to a supported device. All licenses are non-transferable.
More details can be found here.
A downloadable version of this book is available through the eCampus Reader or compatible Adobe readers.
Applications are available on iOS, Android, PC, Mac, and Windows Mobile platforms.
Please view the compatibility matrix prior to purchase.