Publisher's Synopsis
Containing the material for a complete, one-day training session, this workshop provides participants with an opportunity to examine all aspects of client contact, from the "cold call" through to the face-to-face sales meeting. The two-volume work contains information on the teaching aims and methods of the course, and notes on case studies and exercises. Among the topics covered are: making initial contact; the telephone call; the letter; sales meetings; sales psychology and customer follow-up.;The participant's guide which accompanies this work contains all that the participant needs to gain maximum benefit from the course, including notes, exercises, case studies and work and action sheets.
