The Alligator Trap: How to Sell Without Being Turned Into a Pair of Shoes

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Irwin Professional Pub., Jan 1, 1996 - Business & Economics - 164 pages
A concise "how-to" selling guide, The Alligator Trap is written for all salespeople--from the rookie to the seasoned veteran. Based on solid research and first-hand experience, it is smartly organized into four pratical, simple-to-read sections--Establishing the Customer Relationship, Building Basic Skills, Identifying Buying Attitudes, and Partnering for the Long-Term.

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Contents

Lesson
1
Increase Your Body of Knowledge
7
Lesson
12
Copyright

25 other sections not shown

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About the author (1996)

Edward R. Del Gaizo, Ph.D. is director of research, evaluation, and certification at AchieveGlobal and the author of "High Performance Sales Organizations,"

Seleste E. Lunsford is a product manager for AchieveGlobal's Sales Performance portfolio of products and services.

Mark D. Marone is AchieveGlobal's senior research manager.

Barbara Thomlison, PhD, is Professor of Social Work and Director of the Institute for Families and Children at Risk at Florida International University.
Kevin Corcoran, PhD, JD, Professor of Social Work at Portland State University.

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