478 07

Chapter 7 Selling to the Meetings Markets Convention Management and Service Seventh Edition (478CSB)

Competencies for Selling to the Meetings Markets ,[object Object],[object Object],[object Object]

The Six Steps of a Sales Call ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Pre-call Planning ,[object Object],[object Object],[object Object],[object Object],(continued)

Pre-call Planning ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],(continued)

Opening the Sales Call ,[object Object],[object Object],[object Object],[object Object],[object Object]

Getting Prospect Involvement ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Presenting Your Property ,[object Object],[object Object],[object Object],[object Object]

Handling Objections ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Closing and Follow-Up ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Telephone Sales Techniques ,[object Object],[object Object],[object Object],[object Object],[object Object]

Screening Prospects ,[object Object],[object Object],[object Object]

Setting Appointments for Personal Sales Calls by Phone ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Telemarketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Blitz Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Trade Show Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],(continued)

Trade Show Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],(continued)

Selling with Convention and Visitors Bureaus ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Site Inspections and Familiarization Tours ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

478 07

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