Value-added Sales Management: A Guide for Salespeople and Their Managers

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McGraw Hill Professional, 1993 - Business & Economics - 192 pages
Value-added selling has become the strategy for competing in the '90s. An essential element of an effective value-added sales force is the consistent follow-up training it must receive. This book addresses front-line sales managers who view training as the catalyst to change and management as the real agent of change.

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Introduction to ValueAdded Selling
Proactive Selling Strategies
The Critical Buying Path

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