TY  - BOOK
AU  - Duncan,Todd
TI  - Killing the sale: the 10 fatal mistakes salespeople make and how to avoid them 
SN  - 9780785263227
AV  - HF5438.D912.K555 2004 
PY  - 2004///
CY  - Nashville, Tennessee
PB  - Thomas Nelson Publishers
KW  - Selling
KW  - Sales personnel
KW  - Sales & Selling
N1  - 1 (pages 199-202); Mistake #1, hyping: relying on success merchandise to remain motivated to sell  --; Mistake #2, posing: trying to sell before training to sell  --; Mistake #3, tinkering: treating the symptoms but not the sickness of poor selling efforts  --; Mistake #4, moonlighting: building a business-based life instead of a life-based business  --; Mistake #5, muscling: taking lone ranger actions instead of team-connected strategies  --; Mistake #6, arguing: selling your product before knowing your customer  --; Mistake #7, gambling: making unplanned calls on unknown customers  --; Mistake #8, begging: seeking your customers' business before earning your customers' trust  --; Mistake #9, skimming: focusing on surface profitability instead of client satisfaction  --; Mistake #10, stagnating: losing your sales edge by neglecting your growth curve; 2; Digital  and Print sharing - NOT ColoradoVERED: CIU's licenses do not permit copying or sharing of this title in electronic or print format. PLEASE click on the "copyright permission request link" and request for permission to be obtained for digital sharing
N2  - There are approximately 12.2 million salespeople in the United States?that?s about 1 out of every 23 people! Salespeople are everywhere, selling everything imaginable. Some are making a killing, but a greater percentage end up victims of the sales industry?and their own mistakes. Some are normal bumps in the road toward success. Others are more damaging. But many are fatal to a career. Duncan addresses these catastrophic mistakes with clarity and directness. Whether you?re a seasoned sales professional or someone considering sales as a career, Duncan?s wisdom can help you avoid errors in perception, practice, and performance that could not only kill a sale but also your career
ER  -