10 ENGLISH BOOKS RELATING TO «SALES RESISTANCE»
Discover the use of
sales resistance in the following bibliographical selection. Books relating to
sales resistance and brief extracts from same to provide context of its use in English literature.
1
Professional Selling: A Trust-Based Approach
An objection or sales resistance is anything the buyer says or does that slows
down or stops the buying process. The salesperson's job is to uncover these
objections and answer them to the prospect's or client's satisfaction. It is very
difficult for ...
Thomas Ingram, Raymond LaForge, Ramon Avila, 2007
2
The Handbook of Selling: Psychological, Managerial, and ...
FOUR Managing Sales Resistance Had we but world enough, and time, this
coyness, lady, were no crime. ANDREW MARVEI.L In thin chapter: The Nature of
Sales Resistance — Sales resistance is a signal that the prospect feels conflict ...
3
Selling in the Comfort Zone
“Sales Resistance” causes “Sales Reluctance” Sales resistance in others causes
sales reluctance in us. It's that simple. Our reluctance to sell (to present ourselves
, and our products and services, to potential buyers), is based on our fear of ...
Delivering the WiFm is a matter of matching the logic, sales resistance Buyer's
strategy, and creativity behind objections to a product or service during a sales
each program element to the presentation. needs and concerns of each decision
...
Raymond W. Laforge, Ramon A. Avila, Charles H. Schwepker, Jr., 2010
5
Sell It Today, Sell It Now: Mastering the Art of the ...
100° Prospect: Feeling 100 degrees of Sales Resistance 1
S A L E S R E S S T A N c F. >' 0° Decrease Sales Resistance Chart "Before"
Phase One-Time Closing By Degrees The above illustration uses a thermometer
to show how a typical ...
Tom Hopkins, Pat Leiby, 2001
6
Investigating Computer-Related Crime, Second Edition
Professional salespeople make the distinction between objections and sales
resistance. These sales professionals tell us that objections usually are based on
some negative perception. Often, that perception is accurate. When that is the
case, ...
Peter Stephenson, Keith Gilbert, 2013
7
Salesmanship And Publicity, 16E
SALES RESISTANCE is normal feature and to be expected. This is because
when a person makes a purchase he has to pay money which may involve a
sacrifice. The customer, by making a particular purchase, may have to sacrifice
other ...
8
It's Not Where You Start, It's Where You Finish!: The ...
I want to close out this chapter by talking about sales resistance. Sales resistance
is a problem that we often encounter with more experienced salespeople. At
some point in their careers, experienced salespeople reach a point in which they
...
Gillian Hennessy-Ortega, 2010
9
Sales and Distribution Management
CLOSING THE SALES AND FOLLOW-UP Sales Resistance Prospects show
sales resistance by pointing out real or imagined obstacles, and by voicing
objections, sincere or insincere. In analyzing sales resistance, the salesperson
need skill ...
Sales resistance (/) A prospect can exhibit resistance even after a winning
presentation of the product. (//) Such resistance can be in terms of objections
which can be sincere or insincere reasons put forth by the prospect. (///) The
sales person ...
Rajul Dutt, A. R. Vasishtha, J.N. Sharma, A. K. Vasishtha
NEWS ITEMS WHICH INCLUDE THE TERM «SALES RESISTANCE»
Find out what the national and international press are talking about and how the term
sales resistance is used in the context of the following news items.
From The C-Suite: Increase Sales Through Customer Alignment
The belief that current sales numbers are proof of an on-target strategy is an insidious ... Your people reduce sales resistance by first trying to understand buyers' ... «Forbes, Aug 14»
