Customer Centered Selling Sales Techniques for a New World Economy
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Sprache:Englisch
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Beschreibung
Produktdetails
Einband
Taschenbuch
Erscheinungsdatum
15.09.2009
Verlag
Free PressSeitenzahl
384
Maße (L/B/H)
22.8/15.2/2.3 cm
Gewicht
390 g
Sprache
Englisch
ISBN
978-1-4391-4463-3
When you have a process, you have a way of measuring what you are doing. When you can measure it—you can fix it!
Customer Centered Selling teaches the secrets of the world-famous Xerox sales training by reversing the conventional selling practices of searching for customer needs, pitching product, and adopting an order-taking mentality. Jolles provides a systematic, repeatable, predictable approach that teaches how to anticipate and influence behavior by studying and understanding the client’s "Decision Cycle" and critical "Decision Points." Through the use of case studies, interactive activities, and job aids, anyone—from a seasoned sales professional to a manager or parent—can not only learn the power to influence behavior, but can implement these ideas as well. Put to good use by Toyota, Disney, NASA, Nortel, General Electric, a dozen universities, and more than fifty financial institutions, Customer Centered Selling provides a step-by-step, consultative process that inspires as it teaches.
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