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Beskrivning
Hundreds of ready-to-use model letters for handling various sales situations. Aimed at the busy sales rep, each letter can be used as it is or can be quickly modified to suit. The chapters follow the progression of the sales cycle.
About the Authors, Acknowledgments, What This Book Will Do For You, Part 1. Letters to Get the Sales Cycle Started, 1. Introductions, 2. Getting Started Through Direct Mail, 3. Letters That Get Appointments and Built Goodwill, 4. Cover Letters, Part 2. Letters for Overcoming Obstacles, Keeping the Sale Going and Closing and Confirming the Sale, 5. Persuading the Customer to Move Forward, 6. Letters to Help You Recover When Things Go Wrong, 7. Letters to Help Disappointed Customers, 8. Presenting Pricing, 9. Letters to Close the Sale and Confirm the Order, Part 3. Letters That Sustain Lifetime Relationships with Customers, 10. Keeping the Customer Informed About Your Company, 11. Showing Continued Interest in the Customer, 12. Special Events and Customer Appreciation, 13. References and Recognition, Part 4. Letters in Cyberspace, 14. Customers Are Just an E-mail Away, 15. Improving Internal Communication with the New Media, Index
