Stop acting like a seller and start thinking like a buyer: improve sales effectiveness by helping customers buy
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Hoboken, N.J.
Wiley
2007
|
| Schlagworte: | |
| Online-Zugang: | Table of contents only Contributor biographical information Publisher description Inhaltsverzeichnis |
| Beschreibung: | Includes bibliographical references (p. 247-248) and index |
| Beschreibung: | x, 259 p. 24 cm |
| ISBN: | 9780470068342 0470068345 |
Internformat
MARC
| LEADER | 00000nam a2200000zc 4500 | ||
|---|---|---|---|
| 001 | BV035165273 | ||
| 003 | DE-604 | ||
| 005 | 00000000000000.0 | ||
| 007 | t | ||
| 008 | 081118s2007 xxu |||| 00||| eng d | ||
| 010 | |a 2006036783 | ||
| 015 | |a GBA6A2216 |2 dnb | ||
| 020 | |a 9780470068342 |c cloth |9 978-0-470-06834-2 | ||
| 020 | |a 0470068345 |c cloth |9 0-470-06834-5 | ||
| 035 | |a (OCoLC)76074047 | ||
| 035 | |a (DE-599)BVBBV035165273 | ||
| 040 | |a DE-604 |b ger |e aacr | ||
| 041 | 0 | |a eng | |
| 044 | |a xxu |c US | ||
| 049 | |a DE-1051 | ||
| 050 | 0 | |a HF5438.25 | |
| 082 | 0 | |a 658.85 | |
| 100 | 1 | |a Acuff, Jerry |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Stop acting like a seller and start thinking like a buyer |b improve sales effectiveness by helping customers buy |c Jerry Acuff with Wally Wood |
| 264 | 1 | |a Hoboken, N.J. |b Wiley |c 2007 | |
| 300 | |a x, 259 p. |c 24 cm | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references (p. 247-248) and index | ||
| 650 | 4 | |a Selling | |
| 650 | 4 | |a Customer relations | |
| 700 | 1 | |a Wood, Wally |e Sonstige |4 oth | |
| 856 | 4 | |u http://www.loc.gov/catdir/toc/ecip074/2006036783.html |3 Table of contents only | |
| 856 | 4 | |u http://www.loc.gov/catdir/enhancements/fy0741/2006036783-b.html |3 Contributor biographical information | |
| 856 | 4 | |u http://www.loc.gov/catdir/enhancements/fy0741/2006036783-d.html |3 Publisher description | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016972314&sequence=000008&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-016972314 | ||
Datensatz im Suchindex
| _version_ | 1804138330654244864 |
|---|---|
| adam_text | Contents
Acknowledgments vii
Section I
Start with the Right Mind-Set
Chapter 1
If People Love to Buy, We Should
Help Them Buy 3
Chapter 2
Eight Laws or Sales Intent 23
Chapter 3
Build Your Knowledge, Messaging,
and Relationships 47
Section II
Use a Tested, Effective
Sales Process
Chapter 4
Develop Interest so Customers
Will Hear You 73
V
Contents
Chapter 5
Engage Customers in
Meaningful Dialogue 95
Chapter 6
Learn the Situation, Problem,
or Challenge 1 23
Chapter 7
Tell Your Story 149
Chapter 8
Ask for a Commitment 169
Section III
Implement the Process for
Personal Prosperity
Chapter 9
How to Build Positive, Productive
Business Relationships 1 95
Chapter 10
Your Business Development Drives
Your Future 233
Notes 247
Index 249
vi
|
| adam_txt |
Contents
Acknowledgments vii
Section I
Start with the Right Mind-Set
Chapter 1
If People Love to Buy, We Should
Help Them Buy 3
Chapter 2
Eight Laws or Sales Intent 23
Chapter 3
Build Your Knowledge, Messaging,
and Relationships 47
Section II
Use a Tested, Effective
Sales Process
Chapter 4
Develop Interest so Customers
Will Hear You 73
V
Contents
Chapter 5
Engage Customers in
Meaningful Dialogue 95
Chapter 6
Learn the Situation, Problem,
or Challenge 1 23
Chapter 7
Tell Your Story 149
Chapter 8
Ask for a Commitment 169
Section III
Implement the Process for
Personal Prosperity
Chapter 9
How to Build Positive, Productive
Business Relationships 1 95
Chapter 10
Your Business Development Drives
Your Future 233
Notes 247
Index 249
vi |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Acuff, Jerry |
| author_facet | Acuff, Jerry |
| author_role | aut |
| author_sort | Acuff, Jerry |
| author_variant | j a ja |
| building | Verbundindex |
| bvnumber | BV035165273 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.25 |
| callnumber-search | HF5438.25 |
| callnumber-sort | HF 45438.25 |
| callnumber-subject | HF - Commerce |
| ctrlnum | (OCoLC)76074047 (DE-599)BVBBV035165273 |
| 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 |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01709nam a2200421zc 4500</leader><controlfield tag="001">BV035165273</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">00000000000000.0</controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">081118s2007 xxu |||| 00||| eng d</controlfield><datafield tag="010" ind1=" " ind2=" "><subfield code="a">2006036783</subfield></datafield><datafield tag="015" ind1=" " ind2=" "><subfield code="a">GBA6A2216</subfield><subfield code="2">dnb</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780470068342</subfield><subfield code="c">cloth</subfield><subfield code="9">978-0-470-06834-2</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">0470068345</subfield><subfield code="c">cloth</subfield><subfield code="9">0-470-06834-5</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)76074047</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV035165273</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">aacr</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="044" ind1=" " ind2=" "><subfield code="a">xxu</subfield><subfield code="c">US</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-1051</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HF5438.25</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.85</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Acuff, Jerry</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Stop acting like a seller and start thinking like a buyer</subfield><subfield code="b">improve sales effectiveness by helping customers buy</subfield><subfield code="c">Jerry Acuff with Wally Wood</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Hoboken, N.J.</subfield><subfield code="b">Wiley</subfield><subfield code="c">2007</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">x, 259 p.</subfield><subfield code="c">24 cm</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Includes bibliographical references (p. 247-248) and index</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Selling</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Customer relations</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Wood, Wally</subfield><subfield code="e">Sonstige</subfield><subfield code="4">oth</subfield></datafield><datafield tag="856" ind1="4" ind2=" "><subfield code="u">http://www.loc.gov/catdir/toc/ecip074/2006036783.html</subfield><subfield code="3">Table of contents only</subfield></datafield><datafield tag="856" ind1="4" ind2=" "><subfield code="u">http://www.loc.gov/catdir/enhancements/fy0741/2006036783-b.html</subfield><subfield code="3">Contributor biographical information</subfield></datafield><datafield tag="856" ind1="4" ind2=" "><subfield code="u">http://www.loc.gov/catdir/enhancements/fy0741/2006036783-d.html</subfield><subfield code="3">Publisher description</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016972314&sequence=000008&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-016972314</subfield></datafield></record></collection> |
| id | DE-604.BV035165273 |
| illustrated | Not Illustrated |
| index_date | 2024-07-02T22:52:15Z |
| indexdate | 2024-07-09T21:26:29Z |
| institution | BVB |
| isbn | 9780470068342 0470068345 |
| language | English |
| lccn | 2006036783 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-016972314 |
| oclc_num | 76074047 |
| open_access_boolean | |
| owner | DE-1051 |
| owner_facet | DE-1051 |
| physical | x, 259 p. 24 cm |
| publishDate | 2007 |
| publishDateSearch | 2007 |
| publishDateSort | 2007 |
| publisher | Wiley |
| record_format | marc |
| spelling | Acuff, Jerry Verfasser aut Stop acting like a seller and start thinking like a buyer improve sales effectiveness by helping customers buy Jerry Acuff with Wally Wood Hoboken, N.J. Wiley 2007 x, 259 p. 24 cm txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references (p. 247-248) and index Selling Customer relations Wood, Wally Sonstige oth http://www.loc.gov/catdir/toc/ecip074/2006036783.html Table of contents only http://www.loc.gov/catdir/enhancements/fy0741/2006036783-b.html Contributor biographical information http://www.loc.gov/catdir/enhancements/fy0741/2006036783-d.html Publisher description HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016972314&sequence=000008&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Acuff, Jerry Stop acting like a seller and start thinking like a buyer improve sales effectiveness by helping customers buy Selling Customer relations |
| title | Stop acting like a seller and start thinking like a buyer improve sales effectiveness by helping customers buy |
| title_auth | Stop acting like a seller and start thinking like a buyer improve sales effectiveness by helping customers buy |
| title_exact_search | Stop acting like a seller and start thinking like a buyer improve sales effectiveness by helping customers buy |
| title_exact_search_txtP | Stop acting like a seller and start thinking like a buyer improve sales effectiveness by helping customers buy |
| title_full | Stop acting like a seller and start thinking like a buyer improve sales effectiveness by helping customers buy Jerry Acuff with Wally Wood |
| title_fullStr | Stop acting like a seller and start thinking like a buyer improve sales effectiveness by helping customers buy Jerry Acuff with Wally Wood |
| title_full_unstemmed | Stop acting like a seller and start thinking like a buyer improve sales effectiveness by helping customers buy Jerry Acuff with Wally Wood |
| title_short | Stop acting like a seller and start thinking like a buyer |
| title_sort | stop acting like a seller and start thinking like a buyer improve sales effectiveness by helping customers buy |
| title_sub | improve sales effectiveness by helping customers buy |
| topic | Selling Customer relations |
| topic_facet | Selling Customer relations |
| url | http://www.loc.gov/catdir/toc/ecip074/2006036783.html http://www.loc.gov/catdir/enhancements/fy0741/2006036783-b.html http://www.loc.gov/catdir/enhancements/fy0741/2006036783-d.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016972314&sequence=000008&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT acuffjerry stopactinglikeasellerandstartthinkinglikeabuyerimprovesaleseffectivenessbyhelpingcustomersbuy AT woodwally stopactinglikeasellerandstartthinkinglikeabuyerimprovesaleseffectivenessbyhelpingcustomersbuy |