Students gain insight from the real-world expertise of a successful sales management trainer and previous top producer at Coca-Cola Co. Short, easy-to-read chapters make mastering sales fundamentals easier. Sample dialogues show each technique in action,while case histories demonstrate the results. Students get a fascinating look at what makes a top salesperson. * Provides practical examples of professional selling. * Explains how to identify and develop prospects. * Teaches readers how to honetheir basic communication skills.

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