Sales therapy ?: effective selling for the small business owner
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Hoboken, NJ
John Wiley & Sons
2007
|
| Schlagworte: | |
| Online-Zugang: | Publisher description Contributor biographical information Table of contents only Inhaltsverzeichnis |
| Beschreibung: | Includes index. |
| Beschreibung: | VI, 199 S. |
Internformat
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| 245 | 1 | 0 | |a Sales therapy ? |b effective selling for the small business owner |c Grant Leboff |
| 246 | 1 | 3 | |a Effective selling for the small business owner |
| 264 | 1 | |a Hoboken, NJ |b John Wiley & Sons |c 2007 | |
| 300 | |a VI, 199 S. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes index. | ||
| 650 | 4 | |a Sales management | |
| 650 | 4 | |a Small business |x Management | |
| 650 | 4 | |a Selling | |
| 650 | 4 | |a Customer relations | |
| 650 | 4 | |a Relationship marketing | |
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Datensatz im Suchindex
| _version_ | 1804137292616433664 |
|---|---|
| adam_text | 1 Moving Away from the Transactional Model 1
2 Selling Snow to the Eskimos 11
3 Putting the Relationship First 19
4 Deconstructing the Myth of Benefit Selling
Part 1: The buyer s motivation 35
Part 11: Benefits don t work 39
5 Stop Using Benefits Start Using Problem Maps ™ 49
6 Why the USP Stops you Selling 63
7 Your Emotional Selling Point and Giving Value 69
8 Building Pipeline
Part i: Managing the process 81
Part II: Engaging your prospect: 89
9 Routes to Market 95
10 Empowering your Buyer 105
11 Understanding your Purchasers 117
12 Asking Questions the Diagnosis
Part 1: The doctor patient relationship 129
Part II: The fallacy ofopen and closed questions 135
Part 111: Clarity using Problem Maps 138
Part IV: Problems and solutions are not enough 145
13 When It s Time to Talk 155
14 Objections and Concerns 165
vi / SALES THERAPY®
15 Traditionally It s Called Closing 175
16 Following Up Continuing the Relationship 185
Epilogue 191
Index 195
|
| adam_txt |
1 Moving Away from the Transactional Model 1
2 Selling Snow to the Eskimos 11
3 Putting the Relationship First 19
4 Deconstructing the Myth of Benefit Selling
Part 1: The buyer's motivation 35
Part 11: Benefits don't work 39
5 Stop Using Benefits Start Using Problem Maps ™ 49
6 Why the USP Stops you Selling 63
7 Your Emotional Selling Point and Giving Value 69
8 Building Pipeline
Part i: Managing the process 81
Part II: Engaging your prospect: 89
9 Routes to Market 95
10 Empowering your Buyer 105
11 Understanding your Purchasers 117
12 Asking Questions the Diagnosis
Part 1: The doctor patient relationship 129
Part II: The fallacy ofopen and closed questions 135
Part 111: Clarity using Problem Maps'" 138
Part IV: Problems and solutions are not enough 145
13 When It's Time to Talk 155
14 Objections and Concerns 165
vi / SALES THERAPY®
15 Traditionally It's Called Closing 175
16 Following Up Continuing the Relationship 185
Epilogue 191
Index 195 |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Leboff, Grant |
| author_facet | Leboff, Grant |
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| author_sort | Leboff, Grant |
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| building | Verbundindex |
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| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.4 |
| callnumber-search | HF5438.4 |
| callnumber-sort | HF 45438.4 |
| callnumber-subject | HF - Commerce |
| ctrlnum | (OCoLC)191752725 (DE-599)BVBBV023057133 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| format | Book |
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| index_date | 2024-07-02T19:27:14Z |
| indexdate | 2024-07-09T21:09:59Z |
| institution | BVB |
| language | English |
| lccn | 2007030930 |
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| physical | VI, 199 S. |
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| spelling | Leboff, Grant Verfasser aut Sales therapy ? effective selling for the small business owner Grant Leboff Effective selling for the small business owner Hoboken, NJ John Wiley & Sons 2007 VI, 199 S. txt rdacontent n rdamedia nc rdacarrier Includes index. Sales management Small business Management Selling Customer relations Relationship marketing http://www.loc.gov/catdir/enhancements/fy0741/2007030930-d.html Publisher description http://www.loc.gov/catdir/enhancements/fy0804/2007030930-b.html Contributor biographical information http://www.loc.gov/catdir/enhancements/fy0804/2007030930-t.html Table of contents only HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016260405&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Leboff, Grant Sales therapy ? effective selling for the small business owner Sales management Small business Management Selling Customer relations Relationship marketing |
| title | Sales therapy ? effective selling for the small business owner |
| title_alt | Effective selling for the small business owner |
| title_auth | Sales therapy ? effective selling for the small business owner |
| title_exact_search | Sales therapy ? effective selling for the small business owner |
| title_exact_search_txtP | Sales therapy ? effective selling for the small business owner |
| title_full | Sales therapy ? effective selling for the small business owner Grant Leboff |
| title_fullStr | Sales therapy ? effective selling for the small business owner Grant Leboff |
| title_full_unstemmed | Sales therapy ? effective selling for the small business owner Grant Leboff |
| title_short | Sales therapy ? |
| title_sort | sales therapy effective selling for the small business owner |
| title_sub | effective selling for the small business owner |
| topic | Sales management Small business Management Selling Customer relations Relationship marketing |
| topic_facet | Sales management Small business Management Selling Customer relations Relationship marketing |
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