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Sales on the Go: The Salesperson’s Desk Reference and Formulary for Sales Success

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This book helps salespeople decode jargon and doublespeak commonly heard during the selling process and offers tips on how to move beyond ambiguous terminology and close the deal.

 

Sorted into sales, marketing and management sections, Sales on the Go breaks each area down into five easy Q & A segments that highlight the most common and easily misunderstood phrases, comments, statements, and questions that salespeople hear every day.

 

What to do when you encounter these phrases is spelled out in a simple to find, and easy to follow format which makes this book appealing to everyone with a sales job, whether you’re just starting out or have years of experience.


Author(s): Adam Berg
Series: Business Guides on the Go
Publisher: Springer
Year: 2023

Language: English
Pages: 168
City: New York

Introduction
How to Use This Book
The Salesperson’s Mantras
The Salesperson’s Mantras Explained
Notes on This Book
The Format
The Settings
The Spoken Word
A Note on Pronouns and Attributions
Contents
Part I: The Sales Section
1: Cold Calling
The Situation: Cold Calling
The Situation: Cold Calling
The Situation: Cold Calling
The Situation: Cold Calling
The Situation: Cold Calling
The Situation: Cold Calling
The Situation: Cold Calling
The Situation: Cold Calling
The Situation: Cold Calling
The Situation: Cold Calling
2: Following Up
The Situation: Following Up
The Situation: Following Up
The Situation: Following Up
The Situation: Following Up
The Situation: Following Up
The Situation: Following Up
The Situation: Following Up
The Situation: Following Up
The Situation: Following Up
The Situation: Following Up
3: Getting the Meeting
The Situation: Getting the Meeting
The Situation: Getting the Meeting
The Situation: Getting the Meeting
The Situation: Getting the Meeting
The Situation: Getting the Meeting
The Situation: Getting the Meeting
The Situation: Getting the Meeting
The Situation: Getting the Meeting
The Situation: Getting the Meeting
The Situation: Getting the Meeting
4: Negotiating
The Situation: Negotiating
The Situation: Negotiating
The Situation: Negotiating
The Situation: Negotiating
The Situation: Negotiating
The Situation: Negotiating
The Situation: Negotiating
The Situation: Negotiating
The Situation: Negotiating
The Situation: Negotiating
5: Closing
The Situation: Closing
The Situation: Closing
The Situation: Closing
The Situation: Closing
The Situation: Closing
The Situation: Closing
The Situation: Closing
The Situation: Closing
The Situation: Closing
The Situation: Closing
Part II: The Marketing Section
6: Research
The Situation – Research
The Situation – Research
The Situation – Research
The Situation – Research
The Situation – Research
The Situation – Research
The Situation – Research
The Situation – Research
The Situation – Research
The Situation – Research
7: Strategy
The Situation – Strategy
The Situation – Strategy
The Situation – Strategy
The Situation – Strategy
The Situation – Strategy
The Situation – Strategy
The Situation – Strategy
The Situation – Strategy
The Situation – Strategy
The Situation – Strategy
8: Planning
The Situation – Planning
The Situation – Planning
The Situation – Planning
The Situation – Planning
The Situation – Planning
The Situation – Planning
The Situation – Planning
The Situation – Planning
The Situation – Planning
The Situation – Planning
9: Tactics
The Situation – Tactics
The Situation – Tactics
The Situation – Tactics
The Situation – Tactics
The Situation – Tactics
The Situation – Tactics
The Situation – Tactics
The Situation – Tactics
The Situation – Tactics
The Situation – Tactics
10: Return on Investment
The Situation – Return on Investment
The Situation – Return on Investment
The Situation – Return on Investment
The Situation – Return on Investment
The Situation – Return on Investment
The Situation – Return on Investment
The Situation – Return on Investment
The Situation – Return on Investment
The Situation – Return on Investment
The Situation – Return on Investment
Part III: The Management Section
11: Explain
The Situation – Explain
The Situation – Explain
The Situation – Explain
The Situation – Explain
The Situation – Explain
The Situation – Explain
The Situation – Explain
The Situation – Explain
The Situation – Explain
The Situation – Explain
12: Persuade
The Situation – Persuade
The Situation – Persuade
The Situation – Persuade
The Situation – Persuade
The Situation – Persuade
The Situation – Persuade
The Situation – Persuade
The Situation – Persuade
The Situation – Persuade
The Situation – Persuade
13: Direct
The Situation – Direct
The Situation – Direct
The Situation – Direct
The Situation – Direct
The Situation – Direct
The Situation – Direct
The Situation – Direct
The Situation – Direct
The Situation – Direct
The Situation – Direct
14: Review
The Situation – Review
The Situation – Review
The Situation – Review
The Situation – Review
The Situation – Review
The Situation – Review
The Situation – Review
The Situation – Review
The Situation – Review
The Situation – Review
15: Reward (or Not)
The Situation – Reward (or Not)
The Situation – Reward (or Not)
The Situation – Reward (or Not)
The Situation – Reward (or Not)
The Situation – Reward (or Not)
The Situation – Reward (or Not)
The Situation – Reward (or Not)
The Situation – Reward (or Not)
The Situation – Reward (or Not)
The Situation – Reward (or Not)
Sales on The Go – Flowchart
The Final Close