Why Customers Don't Do what You Want Them to Do and what to Do about it

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McGraw Hill Professional, 1994 - Business & Economics - 224 pages
A dynamic new sales guide from the bestselling author of Why Employees Don't Do What They're Supposed to Do and Coaching for Improved Work Performance. Fournies presents 25 sales scenarios familiar to every salesperson followed by 171 specific solutions proven to work.

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The Last Exciting Job
Practice Does Make Perfect
How to Use the Six Rules of Professionalism to Be a Winner

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About the author (1994)

Ferdinand F. Fournies, internationally recognized consultant, speaker, and professor at Columbia's Graduate School of Business is now retired.

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