From Library Journal
Many new owners of home-based businesses often need help in developing the marketing and sales skills that can enable their businesses not only to survive but to grow profitably. In this step-by-step guide, Gordon discusses successful techniques and strategies, showing readers how to develop and implement a "proactive" sales program. She also outlines methods for successful meetings with clients, from prescreening to the closing sale, and she devotes extensive coverage to producing and using successful presentations and seminars. Gordon also notes how to build the image of one's company through the media, providing advice on planning, selecting, and placing ads. Paul and Sarah Edwards's Getting Business To Come to You ( LJ 10/15/91) covers many of these same aspects, but Gordon's book contains valuable case studies. Recommended for all small and/or home-based business collections. (Index not seen.)-- Loraine F. Sweetland, Rebok Memorial Lib., Silver Spring, Md.
Copyright 1992 Reed Business Information, Inc.
Product Description
The ability to sell, market and promote a service or product is vital to home-based businesses. This guide provides techniques for those with no sales or marketing expertise. Including case-examples of successful home-based workers who have grown their businesses through imaginative promotion and marketing efforts, it reveals how to create sales strategies for generating new business year round; telephone selling techniques; how to create a company image; and how to plan, select and place media to help the business grow. The book includes flyers, model brochures, call and lead-tracing reports and other marketing aids.
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