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Practical Selling

Practical Selling

John Robert Confrey

26,41 €
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Consulta disponibilidad
Editorial:
Xlibris
Año de edición:
2003
Materia
Ventas y marketing
ISBN:
9781401096441

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No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation; (2) the strength of your product, company, status at an account, and timing of market entry are crucial, (3) people in the sales process are swayed by politics and emotions; (4) prospects will select vendors based on how they feel about the limited inputs they have; (5) how to gather, often surreptitiously, the information you need about the decision process; (6) how to use that knowledge and other techniques to affect the outcome. One-size-fits-all approaches to sales do not work. This book will change how you view the sales profession.

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Otros libros del autor

  • Practical Sales Management
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    Practical Sales Management offers realistic perspectives on traditional tasks of the sales manager such as hiring, training, compensation, organization, automation, and achievement measures. In addition, it presents new guidance on how necessary the sales manager’s involvement is in contracts, pricing, channel selection, and company resource relationships. Finally, Practical ...
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  • Practical Sales Management
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