Our environment is constantly changing new technologies, changes in purchasing behaviour, instantaneous information available to almost everyone, public health issues…

In this highly competitive context, the sales function is more than ever the driving force of the company, which is looking for professional salespersons capable of adapting, selling successfully and achieving their objectives.

To effectively meet these challenges, the salesperson needs to be prepared and to have tools that can be quickly used and adapted to the following situations:

➜ Prospecting,

➜ Preparing appointments,

➜ The discovery of needs,

➜ Argumentation,

➜ Negotiation,

➜ Building customer loyalty.

Throughout the pages, and in a dialogue between Olivia, a future salesperson, and the authors, this book helps readers to successfully tackle the sales situations they will encounter on a daily basis.

The book is illustrated with examples, expert advice and "tried and tested" practical sales techniques.

LES AUTEURS :

GIFFARD Pierre-Olivier is a teacher and Director of the Marketing, Entrepreneurship and Business Development Department at ESCE International Business School. He is also responsible for the Business Engineering Specialization in master’s degree.

BURGESS Mike is a seasoned salesperson adding his experience of selling high performance chemicals in diverse industries such as wood-glues, surfactants and chemicals for the paper industry.