Objective-Based Selling in Wholesale Distribution: Four Keys to Selling More at Higher Gross Margins

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Natl Assn Wholesale-Distr, 2008 - Sales personnel - 208 pages
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Contents

A Foundation for ObjectiveBased Selling
5
The Job Functions of Wholesale Distribution
15
Know Your Sales Environment
21
Learn the ObjectiveBased Selling Language
29
The Four Keys of ObjectiveBased Selling
37
Focus on the Questions
43
The Business Side of the Loop
55
Determine Business Objectives
75
Review Proposal with Customer
127
Provide Proposal Support
135
Modify Proposal
141
Personal Objectives
147
10 Tips for Building and Maintaining Personal
159
Obtain Commitment
167
FollowThrough
179
The OpenEnded Questions
185

Identify Decision Influencers
83
Prioritize and Negotiate Objectives
93
Develop Alternatives
109
Create Written Proposals
115
A Final Word
195
About the Author
205
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