Holdings: Sales therapy ? :: THWS Bibkatalog

Sales therapy ?: effective selling for the small business owner

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Bibliographic Details
Main Author:	Leboff, Grant (Author)
Format:	Book
Language:	English
Published:	Hoboken, NJ John Wiley & Sons 2007
Subjects:	Sales management Small business > Management Selling Customer relations Relationship marketing
Online Access:	Publisher description Contributor biographical information Table of contents only Inhaltsverzeichnis
Item Description:	Includes index.
Physical Description:	VI, 199 S.

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MARC


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650		4	\|a Relationship marketing
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Record in the Search Index

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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
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language	English
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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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Holdings

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MARC

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