11. Profiling the Sales Call

  1. Marvin C. McMaster

Published Online: 13 AUG 2010

DOI: 10.1002/9780470615935.ch11

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

How to Cite

McMaster, M. C. (2010) Profiling the Sales Call, in Buying and Selling Laboratory Instruments: A Practical Consulting Guide, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9780470615935.ch11

Publication History

  1. Published Online: 13 AUG 2010
  2. Published Print: 28 JUN 2010

ISBN Information

Print ISBN: 9780470404010

Online ISBN: 9780470615935

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Keywords:

  • world of selling and profiling sales call;
  • hot button analysis (HBA) - professionals in any field becoming professional by studying and practicing;
  • selling to each hot button type

Summary

This chapter contains sections titled:

  • Training Salespeople

  • Hot Button Analysis (HBA)

  • Selling to Each Hot Button Type