Exceeding Expectations

Drawing on a 45 year career in broadcast sales and management combined with the study of sales techniques, Terry Dean, the "Dean of Sales" provides the reader with strategies for building business in addition to sharing anecdotes from a career in radio.
Goal setting , time management , identifying needs and the P.L.E.A.S.E. system for acquiring and keeping accounts are among the topics covered. Regardless of your industry, if you are responsible for acquiring and managing customers and accounts, Exceeding Expectations is sure to provide you with tools that you can use.