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Whiteboard selling : empowering sales through visuals / Corey Sommers, David Jenkins

By: Contributor(s): Material type: TextTextPublisher: Hoboken, New Jersey : John Wiley & Sons, [2013]Description: xi, 244 pages : illustrationsContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9781118379769
Subject(s): DDC classification:
  • 658.85
Contents:
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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Holdings
Item type Current library Collection Call number Status Barcode
Book Book Project 8 Branch Reference Section Circulation R 658.85 So697w 2013 (Browse shelf(Opens below)) Available 119954d

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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