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Reading 1 What Salesmen Can Learn From Saleswomen
Desktop Publishing The Edge For The 90S
Successful Salespeople Use The Telephone
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accounts achieve actively seeking added selling added value become better bundled package buyer pressure point call objectives commitment competitive strategy create critical impact areas customer buys customer satisfaction customer-oriented customer's business customer's needs customer's terms Customers want cut your prices define value desktop publishing Earl Nightingale enhanced needs feel focus focusing follow-up give goals help the customer Huggers hugging idea invest issue long-term look Luciano Pavarotti means mutual profit objective Myth negotiating offer one's opportunities organization percent performance person philosophy position potential price objections priorities proactive problem professional Promise a lot prospect purchase Quantitative value added questions READING THIRTY READING TWENTY Red Adair Robert Schuller sales call sales manager salespeople sell value sell value added selling smart selling value-added solution someone success telemarketing three things tough understand urgency value reminder value-added extras value-added salesperson Value-added selling value-oriented vendor versus