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008			230503s2023 gw | o |||| 0|eng d
020			_a9783658407346
024	7		_a10.1007/978-3-658-40734-6 _2doi
040			_aES-VaUEC _bspa _cES-VaUEC _dES-VaUE
050		4	_aHF5438.4 _b2023 EB
100	1		_aMcKenna, Ricky _eautor _4aut _4http://id.loc.gov/vocabulary/relators/aut _9518278
245	1	4	_aThe Sales Sat Nav for Media Consultants : _bThe Roadmap to More Revenue in the Sale of Advertising Materials _cby Ricky McKenna
250			_a1st ed 2023
264		1	_aWiesbaden _c2023 _bSpringer International Publishing
300			_a1 recurso en línea
336			_atexto _btxt _2rdacontent
337			_aelectrónico _bc _2rdamedia
338			_arecurso electrónico _bcr _2rdacarrier
490	0		_aSpringer
505	0		_aFollow the road - The preparation and research avenue -- Turn right - Conversation entry with sample interruption -- Follow the road - The needs analysis -- Step on the gas - The appointment setting -- Detours - Objections, pretexts and how to handle them -- No speed limit - The appointment opening with confidence building -- Route approval - Getting the need confirmed by the customer -- Just a few more meters - The offer presentation -- Attention danger course - Techniques for price negotiation -- You have reached your goal - The conclusion -- The service stage for successful goal realization.
520			_aThis book shows media salespeople the optimal sales process using a structured step-by-step guide: When using a sales navigator, it accompanies sellers from the media business using different roads and guides them from the start - the search for suitable customer potential - to the objective: closing the sale. The author points out all the construction sites and detours, such as objections or tactical price negotiations, but also shortcuts, such as recognizing early buying signals. After all, the sales process always follows a clear structure, and knowing this structure, practicing the appropriate techniques, and applying them continuously can lead to noticeably more sales. A compact and easy-to-read book, peppered with personal experience reports from sales and media professional Ricky McKenna, whose tips will help you achieve ambitious sales goals even in difficult economic times. From the contents - Follow the road - The preparation and research avenue - Turn Right - Starting the Conversation with a Pattern Interruption - Accelerate - The appointment - Detours - Objections, pretexts and how to deal with them - No speed limit - The appointment opening with confidence building - You have reached your goal - The conclusion The Author Ricky McKenna has worked in sales for over 25 years, advising sales organizations at many newspaper publishers, radio stations and TV stations in Germany and Austria. Before becoming self-employed, he held senior positions with marketing companies and a private radio station in Austria. The translation was done with the help of artificial intelligence. A subsequent human revision was done primarily in terms of content.
988			_aSpringer_Business_2023
650		7	_2embne _919191 _aGestión de ventas
856	4	0	_uhttps://go.openathens.net/redirector/universidadeuropea.es?url=https://doi.org/10.1007/978-3-658-40734-6 _zAcceso a este recurso digital (usuarios Universidad Europea de Valencia)
942			_2lcc _cLE _n0
998			_b01/2024 _db _el _zSI