Sales Excellence Pocketbook
Sales Excellence Pocketbook

Author: Patrick Forsyth

Publisher: Management Pocketbooks

Published: 2015-09-16

Total Pages: 114

ISBN-13: 190707743X

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Key techniques to help maximise the effectiveness of your next sales meeting. The Sales Excellence Pocketbook explains how to make the right initial impression, how to discover customer needs, how to present the best possible case and, crucially, how to close successfully. Also gives tips and techniques on how to prepare for the sales meeting and how to follow-up effectively. The Journal of International Selling and Sales Management said of the book: 'A very practical guide to adapting the sales approach to specific customer needs. This Pocketbook could be regularly used with advantage by anyone engaged in selling'.

Negotiator's Pocketbook
Negotiator's Pocketbook

Author: Patrick Forsyth

Publisher: Management Pocketbooks

Published: 2015-09-16

Total Pages: 114

ISBN-13: 1907077375

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This is the first of several books that Patrick Forsyth has written in the Pocketbooks Series (see also The Sales Excellence Pocketbook next page) and continues to be a firm favourite with our customers. Negotiation is a skill that you need to learn and practise; The Negotiator's Pocketbook will help you do both. A quickly assimilated, comprehensive guide to the negotiation process, it covers the fundamentals of negotiation, preparation, essential techniques, managing the process and interpersonal behaviour. 'It's the sort of thing you should keep in your car and reread in the car park just before going into a meeting', concluded one magazine reviewer.

Meetings Pocketbook
Meetings Pocketbook

Author: Patrick Forsyth

Publisher: Pocketbooks

Published: 2017-04-04

Total Pages: 116

ISBN-13: 190707872X

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The Meetings Pocketbook reveals all the do's and don't's needed to make meetings successful. Updated and now in its 3rd edition, this popular pocketbook covers advance preparation, chairing, controlling discussions, effective participation and use of minutes. Essential reading for both organisers and participants. 'Don't arrange or attend another meeting without reading it', recommended one reader. A 'straightforward reminder of the rules' said another.

100 Great Sales Ideas
100 Great Sales Ideas

Author: Patrick Forsyth

Publisher: Marshall Cavendish International Asia Pte Ltd

Published: 2009-11-28

Total Pages: 226

ISBN-13: 9814312053

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Selling is crucial to the very survival of any company. This book contains 100 great sales ideas, extracted from the world’s best companies, to help anyone improve their sales and their careers.Ideas provide the fuel for individuals and companies to create value and success. Indeed the power of ideas can even exceed the power of money. One simple idea can be the catalyst to move markets, inspire colleagues and employees, and capture the hearts and imaginations of customers. This book can be that very catalyst. Each idea is succinctly described and is followed by advice on how such an idea can be applied to the reader’s own business situation. A simple but potentially powerful book for anyone seeking new inspiration and that essential ingredient for success.

Managing Upwards Pocketbook
Managing Upwards Pocketbook

Author: Patrick Forsyth

Publisher: Management Pocketbooks

Published: 2015-09-16

Total Pages: 114

ISBN-13: 1907077812

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How to get the best from your working relationship with your boss and other senior people is the subject of The Managing Upwards Pocketbook. It begins by looking at what makes a good boss and what drives the relationship - from both the subordinate's and the boss's perspective. There is advice on how to build a partnership that is constructive, straightforward, trusting and mutually beneficial. Under the heading 'working to create impact' the book deals with such matters as taking a brief, objectives and targets, using timings and deadlines to advantage, and progress reports. Subsequent chapters detail how to communicate with senior people (including listening to each other), how to get agreement and how to handle difficulties such as poor information flow, broken promises, the 'leave it to me' syndrome and more serious issues such as bullying and sexual harassment. Job appraisals, are dealt with too.

Self Development for Sales People
Self Development for Sales People

Author: Patrick Forsyth

Publisher: John Wiley & Sons

Published: 2004-01-16

Total Pages: 118

ISBN-13: 1841125067

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The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

Smart Skills: Persuasion
Smart Skills: Persuasion

Author: Patrick Forsyth

Publisher: Legend Press

Published: 2018-09-28

Total Pages: 114

ISBN-13: 178719793X

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Book 6 of the Smart Skills series: practical guides to mastering vital business skills and techniques. Using proven strategies from business experts, these essential smart skills can empower anyone with the tools to get ahead.Maximise your opportunities by mastering the art of persuasion The underappreciated skill of persuasion is vital not just for negotiations, but in every aspect of business life. Taking on more responsibility, motivating your team, getting that big promotion: everything is possible once you've mastered the art of convincing people. By following these simple steps you can learn first how to recognise your power in any professional situation, and then how to harness that power to your advantage. The key persuasive tactics covered in this concise Smart Skills guide include:•Mastering persuasive language•Personalising your pitch: “the tailored approach”•Conveying credibility•Handling and overcoming objections•Dealing with “maybe”Take advantage of every opportunity, starting today.

BSS: Manage Your Boss
BSS: Manage Your Boss

Author: Patrick Forsyth

Publisher: Marshall Cavendish International Asia Pte Ltd

Published: 2011-08-15

Total Pages: 178

ISBN-13: 9814346985

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Unless you are CEO then you, along with everyone else in an organisation, , will have a boss. But as we all know, bosses can be from hell! Assuming things are not that bad, realistically your job is not to do as you are told and keep your head down. It is to work towards a situation where the relationship and way of working between the two of you benefits both; and to do so actively. This book is designed to help you make that happen. It will enable you to create a relationship with your boss as something that can potentially help you do a good job and to meet specific job objectives. Moreover, you do not succeed just by working for a boss; you must also work with your boss. The book provides advice and tips on collaborating and working in parallel with your boss.

Interviewer's Pocketbook
Interviewer's Pocketbook

Author: Sean McManus

Publisher: Management Pocketbooks

Published: 2014-01-01

Total Pages: 114

ISBN-13: 1908284420

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The Interviewer's Pocketbook has had a major overhaul in this new third edition and now focuses exclusively on the recruitment interview. The opening chapters look in detail at the necessary skills for conducting an interview: questioning techniques, listening skills and interpretation of body language. Types of question are explored, with ways in which to use them, as well as questions to avoid asking, while a helpful example interview shows the techniques in action. Later chapters cover preparing for and conducting the interview, including looking at job descriptions and specifications, preparing evidence questions, and evaluation of candidates.