Strategies into the 1990s : the masterplan guide to profitable sales and marketing development / by John Shaw

includes index .

_contents:
INTRODUCTION:
1.positive planning for the 1990s:
2. determining the needs of the market;
3. analysing the market-- current and future:
4. the perfect sales presentation;
5. questioning techniques and information gathering;
6. sales plan and marketing checklist;
7. locating and developing profitable new business;
8. how to increase sale to existing clients;
9. how to sell to large companies;
10. selling and sales plan;
11.influencing the buyer;
12.eliminating fear of the companies;
13. motivation;
14; organizing sales clinics and in-house brain-storming sessions;
15. training sales personnel;
16. techniques to improve the quality of sales;
17. effective sales literature;
18. persuasive advertising;
19. effective communication;
20. securing a better deal from your suppliers;
21; how to avoid bad debts and increase positive cash flow;
22. reducing cost to maximize efficiency and profitability in 1990s;
23. pricing into 1990s;
24; marketing concepts for the 1990s;
index;