Short Cycle Selling: Beating Your Competitors in the Sales Race: Beating Your Competitors in the…

Hardcover | March 6, 2002

byJim Kasper

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The first book on short cycle selling­­the fast-track route to a higher closing ratio

Sales professionals today waste untold hours worrying about identifying, tracking, and timing their sales cycles. In Short Cycle Selling, author Jim Kasper trains his sights on the only important concept and goal in sales cycles­­shortening them. He walks professionals point-by-point through the series of steps that constitute the sales cycle­­from identifying prospects to negotiating and closing­­and at each step shows how to streamline the process.

Short Cycle Selling is the first book to deal specifically with proven techniques that condense the time from prospecting to closing, while taking advantage of today's most innovative concepts in selling skills and E-technology. Packed with case studies and actual examples of short cycle selling success­­and techniques that were field tested on clients from Amoco and Pentax to Wells Fargo Bank­­this hands-on book reveals how to:

  • Land more accounts
  • Achieve greater sales volumes
  • Generate greater sales income and satisfaction

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From the Publisher

The first book on short cycle selling­­the fast-track route to a higher closing ratioSales professionals today waste untold hours worrying about identifying, tracking, and timing their sales cycles. In Short Cycle Selling, author Jim Kasper trains his sights on the only important concept and goal in sales cycles­­shortening them. He wa...

From the Jacket

Strategies to Shorten--and Take Charge of--Each Stage in the Sales ProcessAs a time-pressed sales professional, do you waste untold hours trying to identify, track, and time your sales cycles? Short Cycle Selling shows you how to reclaim those lost hours and dramatically improve your results by focusing on the only meaningful goal you ...

Jim Kasper is president and founder of the sales development company Interactive Resource Group. He has field tested and taught short cycle selling to corporate clients from Amoco and Pentax to Rubbermaid, Chase Manhattan Mortgage, and Wells Fargo. An assistant professor of marketing at Regis University, Kasper writes the international...

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Short Cycle Selling: Beating Your Competitors in the Sales Race
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Format:HardcoverDimensions:256 pages, 9.1 × 6.2 × 1.3 inPublished:March 6, 2002Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071388737

ISBN - 13:9780071388733

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