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Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales

Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
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作者: 著
出版社: Mcgraw-Hill
1997-09
ISBN: 9780070525580
定价: 231.20
装帧: 平装
开本: 其他
纸张: 其他
页数: 272页
正文语种: 英语
分类: 外文古旧书>英文书>经济
2人买过
  • Inthisrevisededitionofherbest-seller,notedsalesconsultantLindaRichardsonofferssalespeoplethetoolstheyneedtosuccessfullyusecustomer-focused,dialogueselling.Featuringreal-worlddialoguesamples,helpfuldosanddon’ts,self-tests,checklists,andotherusefultools,thisguideoffersinsightoneveryaspectofface-to-faceselling,fromtheinitialintroductionthroughtheneedsidentificationandthenegotiationoftermsandpricetothesuccessfulclose,withprimeemphasisonthesixcriticalskillsnecessarytothedialogue-drivensalescall:presence,rapportbuilding,questioning,listening,productpositioning,andchecking. LindaRichardsonispresidentofTheRichardsonCompanyinPhiladelphia,asalestrainingfirmwithmorethan160clients,includingMorganStanley,Johnson&Johnson,AetnaU.S.Healthcare,Citibank,AndersenConsulting,Tiffany&Co.,DellComputers,andLucentTechnologies.AmemberofthefacultyoftheprestigiousWhartonBusinessSchool,sheistheauthorofsixbooks,includingSellingbyPhoneandSalesCoachingMakingtheGreatLeapfromManagertoCoach.
  • 内容简介:
    Inthisrevisededitionofherbest-seller,notedsalesconsultantLindaRichardsonofferssalespeoplethetoolstheyneedtosuccessfullyusecustomer-focused,dialogueselling.Featuringreal-worlddialoguesamples,helpfuldosanddon’ts,self-tests,checklists,andotherusefultools,thisguideoffersinsightoneveryaspectofface-to-faceselling,fromtheinitialintroductionthroughtheneedsidentificationandthenegotiationoftermsandpricetothesuccessfulclose,withprimeemphasisonthesixcriticalskillsnecessarytothedialogue-drivensalescall:presence,rapportbuilding,questioning,listening,productpositioning,andchecking.
  • 作者简介:
    LindaRichardsonispresidentofTheRichardsonCompanyinPhiladelphia,asalestrainingfirmwithmorethan160clients,includingMorganStanley,Johnson&Johnson,AetnaU.S.Healthcare,Citibank,AndersenConsulting,Tiffany&Co.,DellComputers,andLucentTechnologies.AmemberofthefacultyoftheprestigiousWhartonBusinessSchool,sheistheauthorofsixbooks,includingSellingbyPhoneandSalesCoachingMakingtheGreatLeapfromManagertoCoach.
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