Customer Centered Selling: Sales Techniques for a New World Economy (ISBN: 9781439144633)

Customer Centered Selling: Sales Techniques for a New World Economy (ISBN: 9781439144633)

Customer Centered Selling: Sales Techniques for a New World Economy (ISBN: 9781439144633)

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Customer Centered Selling: Sales Techniques for a New World Economy

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Genul Afacere, Economie, Limbi străine

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This revised edition of Robert Jolles's classic book on sales technique features brand new material throughout, including illustrations, teaching aids, coaching techniques, and true implementation strategies! When you have a process, you have a way of measuring what you are doing. When you can measure it--you can fix it! Customer Centered Selling teaches 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 how to anticipate and influence behavior 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 behavior, but can implement these ideas as well. Put to good use by Toyota, Disney, NASA, Nortel, General Electric, a dozen universities, and more than fifty financial institutions, Customer Centered Selling provides a step-by-step, consultative process that inspires as it teaches.
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