Customer centered selling: eight steps to success from the world's best sales force
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York, NY
The Free Press
1998
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XIII, 364 S. graph. Darst. |
| ISBN: | 0684843900 |
Staff View
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Record in the Search Index
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|---|---|
| adam_text | Contents
Preface ix
Acknowledgments xiii
PARTI THE NEED
ONE The Selling Dilemma 3
TWO Your Behavioral Cycle 15
THREE Marrying the Product to the Process 22
PART II THE PROCESS
FOUR The Customer Centered Selling Process 29
FIVE The Customer Centered Decision Cycle 37
SIX Teaching Salespeople to... Fail! 61
SEVEN Exposing the Biggest Myths in Selling 81
EIGHT Questioning Techniques 91
NINE The Customer Centered Selling Cycle 102
TEN The Research Stage: The Value of a Good Conversation 109
ELEVEN The Analysis Stage: The Best-Kept Secret in Selling 128
TWELVE The Confirmation Stage: Getting Past the First
Decision Point 166
vii
viii CONTENTS
THIRTEEN The Requirement Stage: Discovering the Solution 177
FOURTEEN The Specification Stage: Locking Out
Misunderstandings ... and the Competition 191
FIFTEEN The Solution Stage: Putting Your Product Knowledge
on Display 201
SIXTEEN The Close Stage: Earning the Right to Close 222
SEVENTEEN The Maintenance Stage: Restarting the Process 244
PART III THE SUPPORT
EIGHTEEN The Opening Tactic 259
NINETEEN The Objection-Handling Tactic 276
TWENTY Strategic Decision Making 310
TWENTY-ONE Making the Process Stick 325
TWENTY-TWO Some Final Thoughts 341
Appendix: The Stages of the Decision Cycle and
the Selling Cycle 347
Customer Centered Selling Worksheets 349
Reply Card 355
Index 357
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| spelling | Jolles, Robert L. Verfasser aut Customer centered selling eight steps to success from the world's best sales force Robert L. Jolles New York, NY The Free Press 1998 XIII, 364 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Verkauf (DE-588)4117346-6 gnd rswk-swf Kundenorientierung (DE-588)4316837-1 gnd rswk-swf Verkauf (DE-588)4117346-6 s Kundenorientierung (DE-588)4316837-1 s DE-188 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=021922965&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Jolles, Robert L. Customer centered selling eight steps to success from the world's best sales force Verkauf (DE-588)4117346-6 gnd Kundenorientierung (DE-588)4316837-1 gnd |
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| title | Customer centered selling eight steps to success from the world's best sales force |
| title_auth | Customer centered selling eight steps to success from the world's best sales force |
| title_exact_search | Customer centered selling eight steps to success from the world's best sales force |
| title_full | Customer centered selling eight steps to success from the world's best sales force Robert L. Jolles |
| title_fullStr | Customer centered selling eight steps to success from the world's best sales force Robert L. Jolles |
| title_full_unstemmed | Customer centered selling eight steps to success from the world's best sales force Robert L. Jolles |
| title_short | Customer centered selling |
| title_sort | customer centered selling eight steps to success from the world s best sales force |
| title_sub | eight steps to success from the world's best sales force |
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