Customer Centered Selling: Sales Techniques for a New World Economy

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en Limba Engleză Carte Paperback – 15 Oct 2009
Customer Centered Sellingteaches you the secrets of the world-famous Xerox sales training by reversing the conventional selling practices of searching for customer needs, pitching product, and adopting an order taking mentality. Jolles provides a systematic, repeatable, predictable approach that teaches you to anticipate and influence behaviour by studying and understanding the client's "Decision Cycle" and critical "Decision Points." Through the use of case studies, interactive activities, and job aids anyone from a seasoned sales professional to a manager or parent can not only learn the power to influence behaviour, they can implement these ideas as well.
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ISBN-13: 9781439144633
ISBN-10: 143914463X
Pagini: 384
Dimensiuni: 152 x 229 x 25 mm
Greutate: 0.39 kg
Ediția: Reissue
Editura: Free Press
Colecția Free Press
Locul publicării: United States


Sales & Marketing Management A simple yet clever strategy for building customer relationships....A useful read for both trainers and sales managers.
Wesley R. Moy Vice President-Director of Sales Development, Chase Investment Services Corp. Rob Jolles can help you find and develop the skills to reach your sales goals through his proven customer-focused sales techniques.
Phil Duff former Chief Financial Officer, Morgan Stanley At last! A sales primer for the intelligent salesperson. It involves the salesperson actively in the customer's buying process instead of relying on jargon, slogans, and gimmicks.
Professor Roger Volkema Kogod College of Business Administration, American University If you want to sell, Rob Jolles will teach you how. He is that rare combination of salesman extraordinaire, trainer, and writer.