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The Sales Advantage

的圖書
The Sales Advantage: How to Get It, Keep It, & Sell More Than Ever The Sales Advantage: How to Get It, Keep It, & Sell More Than Ever

作者:Crom, J. Oliver (EDT)/ Crom, Michael/ Crom, J. Oliver/ Crom,Michael (EDT)/Carnegie,Dale(COR)/Dossett,John(NRT) 
出版社:Simon & Schuster
出版日期:2003-01-01
語言:英文   規格:15.2 x 12.7 x 3.2 cm / 普通級
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$ 690
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圖書名稱:The Sales Advantage

內容簡介

  The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.

  Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as:

  * How to find prospects from both existing and new accounts

  * How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)

  * How to sell beyong questions of price

  The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

 

詳細資料

  • ISBN:9780743524797
  • 規格:有聲CD / 15.2 x 12.7 x 3.2 cm / 普通級
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