TY  - BOOK
AU  - Kolah,Ardi
TI  - The art of influencing and selling
SN  - 9780749464486
U1  - 658.85 23
PY  - 2013///
CY  - London, New Delhi
PB  - Kogan Page
KW  - Selling
KW  - Psychological aspects
KW  - Sales presentations
KW  - Business networks
N1  - Includes index; Introduction -- Psychology of selling a product or service or yourself -- The sales pipeline and how to ensure it's realistic -- Up-selling, cross-selling, cold calling and warm calling -- Effective approaches to prospective customers and clients -- How to interrogate a database of contacts to get more sales -- Making an effective sales presentation -- How to write effective sales materials -- The power of business networking how to get senior-level appointments in you diary -- Closing a sale and follow-up -- Index
ER  -