Additional Readings

Additional Readings - AEB 3341 AEB 3341 SELLING...

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Unformatted text preview: AEB 3341 AEB 3341 SELLING STRATEGICALLY Sales Articles Instructor: Dr. Allen Wysocki Spring 2009 (Section 2146) Tuesdays:1:55-2:45pm Thursdays: 1:55-3:50pm AEB 3341 Selling Strategically Assigned Article Reading List Spring 2009 The following articles comprise the assigned reading for AEB 3341 Selling Strategically for the Spring Semester, 2009. The instructor reserves the right to add articles as the need arises. Unit 1: The Role of Selling • How Sales Wikis Change Sales and Marketing (pg 1) • Sales and Marketing: Together at Last (pg 2) Unit 2: The Salesperson • 1949: Operation Paul Revere (pg 3) • The Seven R Powers of Selling (pg 4) Unit 3: Critical Thinking • Critical Questions (pg 5) • Room For Improvement (pg 6) Unit 4: Ethics • Dealing with Ethical Conflicts (pg 7) • How to Influence with Integrity (pg 9) Unit 5: The Selling Environment • Seven Kinds of Buyers (pg 13) • Stop Selling and Start Making Friends (pg 16) Unit 6: Strategic Knowledge • Knowledge is Power (pg 18) • Manage Your Knowledge (pg 19) Unit 7: Communication • Different Strokes for Different Folks (pg 20) • Listen for More Sales (pg 22) Unit 8: Prospecting • Selling’s Secret Weapon (pg 23) • Thanks, But No Thanks (pg 25) Unit 9: Call Planning • Cold Calls, Hot Selling (pg 26) • Scripting a Sales Letter (pg 27) Unit 10: The Opening • It’s All Relevant (pg 28) • Eight Steps to a Powerful Opening (29) Unit 11: The Presentation • Perceived Value Equals Real Sales (pg 30) • ROI Selling (pg 31) Unit 12: Handling Objections • Handle the Tough Objections (pg 32) • Three’s A Charm (pg 36) Unit 13: Closing a Sale • Closing’s A Bear (pg 37) • Closing Rules (pg 40) Unit 14: Follow Up • Bang Up Follow Up (pg 41) • Follow Up Techniques that Work for You (pg 42) Unit 15: Price Negotiation • No Price Too High (pg 44) • Three Easy Steps to Overcome the Price Objection (pg 46) Unit 16: Sales Management • Four Principles of Sales Management (pg 49) • Seven Tip for Effective Sales Performance (pg 50) Page 1 of 1 How Wikis Change Sales and Marketing By Gerhard Gschwandtner Every sales leader knows that if they could harness the collective intelligence of their people, performance would rise dramatically. The Wiki model of shared writing and editing is slowly entering the world of selling. Wikis are rewriting the rules of team selling and collaboration. Wiki-empowered sales organizations find that productivity increases, teamwork improves, and email information requests drop by up to 50 percent. One company that used Wiki software from Socialtext.com found that salespeople can instantly find the information they need by using the integrated search and tagging functions. Gartner recently ranked Socialtext as the most visionary vendor in the Team Collaboration and Social Software market....
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Additional Readings - AEB 3341 AEB 3341 SELLING...

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