000			03993cam a2200505Ii 4500
001			u13360
003			SA-PMU
005			20210418124749.0
008			150921s2016 nyua 001 0 eng
040			_aAU@ _beng _erda _cAU@ _dOCLCO _dCLE _dOCLCO _dTOH _dYDXCP _dBTCTA _dBDX _dOCLCF _dOCLCO _dOCLCQ _dMNY _dPHUST _dOCLCQ
019			_a892041159 _a910569150
020			_a9780071847889 _q(hardcover)
020			_a007184788X _q(hardcover)
035			_a(OCoLC)927165467 _z(OCoLC)892041159 _z(OCoLC)910569150
050		4	_aHF5415.1265 _b.D48 2016
082	0	4	_a658.8 _223
100	1		_aDevitre, Doug, _eauthor.
245	1	0	_aScreen to screen selling : _bhow to increase sales, productivity, and customer experience with the latest technology / _cDoug Devitre.
264		1	_aNew York : _bMcGraw-Hill Professional, _c[2016]
264		4	_c©2016
300			_axiv, 304 pages : _billustrations ; _c24 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
520			_aYou can use Skype, FaceTime, webinars, and other online platforms to save time, effort, and money-while increasing value and sales Screen-to-Screen Selling shows how to sell without being physically present using platforms everyone now has access to--Skype, FaceTime, webinars, mobile devices, telephones, and other technologies. It explains how to take a consultative sales approach without being in the room with prospects, and it provides proven methods for being diagnostic with customers on the spot. It also shows you how to make sure your technology is running smoothly, so customers have a seamless experience.
500			_aIncludes index.
505	0		_aPart 1. Preparation -- 1. "I can't be there": the new way to sell your products and services -- 2. Selling isn't telling: problems with most sales presentations -- 3. Tech tune-up: the tools you will need for screen to screen selling -- 4. Provisioning and positioning: what you need to get ready for the conversation -- Part 2. Conversation -- 6. It's show time!: what to say when the customer connects -- 7. Application agility: the skill sets of screen to screen selling -- 8. Conceptualizing the sale: how to paint the picture using visual conversations -- 9. Before the finish line: do these things before you end the conversation -- 10. Screen to screen from mobile: how to initiate screen to screen meetings from anywhere -- Part 3. Follow-up -- 11. Visual summaries: how visual summaries support the decision-making process -- 12. Managing risk: what your devices alone won't teach you about security -- 13. They said yes!: how to save time and money filling out forms -- 14. Analyzing the customer experience: how to make customers happier because you made it so easy -- 15. Screen to screen culture: the transformation from a verbal to a visual environment -- 16. Screen to screen presentations: how to engage participants face-to-face -- 17. Screen to screen meetings: how to influence decisions during live meetings -- 18. Screen to screen webinars: how to improve the experience during webinars in order to get results -- 19. Screen to screen marketing: how to create growth opportunities from conversation -- 20. Massive execution: how to master screen to screen selling one click at a time.
650		0	_aInternet marketing.
650		0	_aElectronic commerce _xManagement.
650		0	_aTechnology.
650		0	_aSales.
650		7	_aElectronic commerce _xManagement. _2fast _0(OCoLC)fst00906916
650		7	_aInternet marketing. _2fast _0(OCoLC)fst00977272
650		7	_aSales. _2fast _0(OCoLC)fst01103801
650		7	_aTechnology. _2fast _0(OCoLC)fst01145078
938			_aBrodart _bBROD _n111825660
938			_aBaker and Taylor _bBTCP _nBK0015752882
938			_aYBP Library Services _bYANK _n12098441
029	0		_aAU@ _b000055836714
029	1		_aNZ1 _b16132810
942			_cBOOK
994			_aZ0 _bSUPMU
948			_hNO HOLDINGS IN SUPMU - 83 OTHER HOLDINGS
596			_a1 2
999			_c9556 _d9556