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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]

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478 07

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