All About Selling

By Alan Williams

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• Format: Paperback
• Language: English
• ISBN: 007084593X
• ISBN13: 9780070845930
• Release Date: January 1983
• Publisher: McGraw-Hill Book Co Ltd
• Weight: 0.97 lbs.

Customer Reviews

An apt title, concisely written.

In this book, Alan Williams neither gets bogged down in the pschycology of salesmen, neither does he expand a great deal on marketing. Neither of the above cause any handicap to a great little informative book which does exactly what it claims. This book is suitable for anyone who is either a small business, in which case, you may be limited within your abilities as to how you can expand your product range, or "niche-market". Or alternatively, for a "foot-soldier" salesman, who has to deal with a pre-packaged product range. In short then, this book does not give advice on choosing or improving which products /to/ sell, but gives 223 pages of quality advice, tips and tricks on all aspects of the Sales process. An absolute must for all double-glazing salesmen!This book would have got 5 stars, but for (in my opinion) it's lack of explaining the importance of selling "extras" or alternative requirements to existing customers to whom you are already selling. OK, that's a marketing ploy rather than strictly sales, but in my experience as a business owner, you can get 10 - 20% of sales from this source. Easy pickings for the "Foot-soldier" rep.However, if you learn this book, cover to cover, and go through the stages as described with your prospect, you will almost certainly make your sale, and that's what it's all about, isn't it?