Whiteboard selling : empowering sales through visuals / Corey Sommers, David Jenkins
By: Sommers, Corey [author].
Contributor(s): Jenkins, David [author].
Material type:
BookPublisher: Hoboken, New Jersey : John Wiley & Sons, [2013]Description: xi, 244 pages : illustrations.Content type: text Media type: unmediated Carrier type: volumeISBN: 9781118379769.Subject(s): Selling -- Audio-visual aids | Business & money| Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
| Book | Project 8 Branch Reference Section | Circulation | R 658.85 So697w 2013 (Browse shelf) | Available | 119954d |
Browsing Project 8 Branch Shelves , Shelving location: Reference Section , Collection code: Circulation Close shelf browser
| R 658.45 Sc338c 2013 Critical conversations for dummies | R 658.848 C359i 2003 International marketing | R 658.85 Sc425n 2016 The new rules of sales and service | R 658.85 So697w 2013 Whiteboard selling | R 720.284 D667a 2003 Airbrush illustration for architecture | R 720.284 D852a 2015 Autodesk Revit Architecture 2016 | R 728.37 M866i 2009 Infill |
Includes index.
Part 1. The end of the age of slides
Chapter 1. The role of presentation slides in today's sales culture
Chapter 2. The role of slides in today's sales training
Chapter 3. Self-assessment
Part 2. The visual selling opportunity
Chapter 4. The power of the pen
Chapter 5. The science behind whiteboard selling
Chapter 6. Old disciplines, new behaviors
Chapter 7. When to use whiteboards in the sales process
Chapter 8. The major whiteboard types
Chapter 9. Whiteboard case study
Chapter 10. Whiteboard structure, flow, content, and interaction points
Chapter 11. Qualification and discovery whiteboards
Chapter 12. Why change whiteboards
Chapter 13. Solution whiteboards
Chapter 14. Competitive whiteboards
Chapter 15. Business case whiteboards
Chapter 16. Closing whiteboards
Part 4. Building a whiteboard for sales
Chapter 17. Are you ready to whiteboard? Not so fast!
Chapter 18. Choosing the right topic for your whiteboard
Chapter 19. Forming a working team
Chapter 20. Taking a message inventory
Chapter 21. The working team template
Chapter 22. Formalizing your whiteboard design
Chapter 23. Packaging your whiteboard
Part 5. Enabling the field
Chapter 24. Whiteboard test drive
Chapter 25. Field enablement options
Chapter 26. Measuring success
Part 6. You have a whiteboard, so how do you present it and what do you leave behind?
Chapter 27. Whiteboard presentation best practices
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