Personal Selling Strategies for Consultants and Professionals: The Perfect Sales Equation

By Richard K. Carlson

A unique presentation of tactics and techniques for selling consulting services to prospective clients. Offers a two-track approach: responding to a prospective client's request for proposal and identifying opportunities to sell to prospective clients. Explores three key issues critical to selling process activities-the ''Perfect'' Sales Equation, client relationships and hierarchy of sales communication media. Packed with models and strategies.

• Format: Hardcover
• Language: English
• ISBN: 0471590738
• ISBN13: 9780471590736
• Release Date: August 1993
• Publisher: Wiley
• Length: 224 Pages
• Weight: 1.10 lbs.
• Dimensions: 0.8" x 6.3" x 9.3"