HOW YOU MAKE THE SALE: WHAT EVERY NEW SALESPERSON NEEDS TO KNOW
Book ID/图书代码： 12311005B09130
English Summary/英文概要： The basic keys to selling, without the fluff, so salespeople can stop reading and start selling! The problem with other books on sales for beginners is that they either talk above the heads of the beginning salesperson, or they are too focused on tricks and shortcuts to closing the deal. Frank McNair’s How You Make the Sale speaks to beginning salespeople at their level-so they can put the advice to work right away.
By following eight simple steps, this essential guide teaches anyone how to sell anything. It also gives sales managers everywhere a simple sales book that teaches the principles of honest selling in an accessible and easy-to-grasp way.
The perfect primer for any new salesperson, or for non-sales employees who suddenly find themselves doing a sales function.
Chinese Summary/中文概要： MCNAIR一步步指导你怎样从一个三心二意的推销员逐渐成长为可以有本事把冰激凌推销给爱斯基摩人的成功的销售人员。
McNair曾经在Krispy Kreme品牌的甜甜圈在全国范围内打开市场立下汗马功劳，所以这些成功的经验，不管你是刚刚踏进销售的新兵还是摸爬滚打了许多年的销售老将们，对你们都是有借鉴意义的。作品一开始就要打消我们所有的顾虑，其实销售可不是穿件格子呢夹克为一家烂公司搞销售，它鼓励读者们把销售看成一种向顾客提供的服务而不是要骗消费者们去买什么他或她自己根本不想要的东西。他剖析消费者的购买心理，为如何发觉潜在问题提出建议，甚至还阐述了该如何介绍你自己，哪种方法是正确的，哪种不正确。
一本真正意义上的手册；不仅让所有销售新手们得到了非常宝贵的实用小帖士，而且还可以让他们非常享受这个过程......
Awards/获奖情况：Provides the kinds of practical tips that are invaluable to a rookie salesperson,but may also make them actually enjoy selling. --- (Kirkus, October 1, 2005)
About the Author/作者介绍： Author Frank McNair has been selling since -- at the age of about four hours -- he hollered his lungs out and sold someone on the notion of giving him a clean diaper and a full bottle. His early sales experiences ranged from World’s Finest Chocolate in elementary school to magazines in High School, and books door-to-door while he was a college student.
In his professional life, Frank worked in sales and marketing for RJ Reynolds Industries and the L’eggs Division of Sara Lee Corporation.
In his last position in the corporate world, Frank was Director of Sales and Marketing (all product lines) for Douglas Battery Company. Since 1988 Frank and his wife, Laura, have been partners in McNair & McNair -- a training and consulting business that specializes in helping companies get the best possible results from their employee-team. Frank is a sought-after speaker, trainer, consultant and personal coach and has worked for major companies across the country.
Frank is a graduate of the University of North Carolina, where he was a Morehead Scholar. He holds an MBA from the graduate School of Business at Wake Forest University, and completed the Certificate in Spiritual Formation from Columbia Theological Seminary in Atlanta, GA.
Frank is a committed community volunteer, and served for four years as an unpaid Director of Development (now that’s selling, for sure) for a Winston-Salem, NC non-profit. In his non-work life, Frank enjoys sailing, water-skiing, working out and reading. He is married to Laura McNair, the love of his life and his business partner. The share a home overlooking the woods with Gracie, their beloved golden retriever.
Frank McNair出生才四个小时就开始销售了----他撕心裂肺的扯开嗓门，向某个人兜售这样的概念，请给他一张干净的尿布和一瓶满满的牛奶。他早期的销售经验从小学就可以算起，那时兜售世界顶级巧克力，到高中开始推销杂志，大学的时候开始上门推销书籍。
在他的职业生涯中，Frank曾经在里诺实业公司和莎莉集团的销售和市场部工作过。
退出商界的最后一份工作是道格拉斯电池公司的销售和市场主管。自1988年起，Frank和老婆Laura合伙创办了McNair&McNair公司----这是一家培训和咨询公司，专门帮助各个企业最大化他们的员工效率。Frank是位非常红的演讲师、培训师和顾问和个人教练，并为多家大公司服务。
Frank毕业于北卡罗来纳州立大学，并获得威克森林大学商学院MBA学位。他非常热衷社区后动，有四年时间为温斯顿-赛伦的一家非赢利公司担当发展部主管，分文不收呢。在不上班的时候，他喜欢航海、滑水，锻炼和阅读书籍。
Format:MASS MARKET TRADE PAPERBACK
Rights Status/版权销售情况：Simplified Chinese/简体中文：AVAILABLE(到期可授)
Complex/Traditional Chinese/繁体中文：AVAILABLE
Sales in other countries/其他国家销售情况：
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