Selling with integrity: reinventing sales through collaboration, respect, and serving
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
San Francisco
Berrett-Koehler Publishers
1997
|
| Schlagworte: | |
| Online-Zugang: | FAW01 FAW02 Volltext |
| Beschreibung: | Includes bibliographical references (pages 231-232) and index Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments I.A new relationship-based, solution-focused sales approach. The buyer taught me how to sell -- Bringing your values to work -- The principles of buying facilitation -- Comparing the past, present, and future of sales -- The seller as servant -- II. The components of buying facilitation. The factors in the buying decision process -- How people buy -- Creating a relationship of trust and collaboration -- Supporting the process of discovery -- Formulating the right questions -- Listening skills -- III. Being a buying facilitator. Using buying facilitation: putting the skills together -- Strengthening customer service through buying facilitation -- Case comparisons: buying facilitation, traditional sales, and consultative sales -- Managing salespeople in a buying facilitation environment -- Buying facilitation in action: on-the-phone, face-to-face, and across sales contexts -- Reinventing business by reinventing sales |
| Beschreibung: | 1 Online-Ressource (xviii, 243 pages) |
| ISBN: | 0585267871 1576750175 9780585267876 |
Internformat
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Datensatz im Suchindex
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| author | Morgen, Sharon Drew |
| author_facet | Morgen, Sharon Drew |
| author_role | aut |
| author_sort | Morgen, Sharon Drew |
| author_variant | s d m sd sdm |
| building | Verbundindex |
| bvnumber | BV043105403 |
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| ctrlnum | (OCoLC)45729346 (DE-599)BVBBV043105403 |
| 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 |
| format | Electronic eBook |
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| isbn | 0585267871 1576750175 9780585267876 |
| language | English |
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| spelling | Morgen, Sharon Drew Verfasser aut Selling with integrity reinventing sales through collaboration, respect, and serving Sharon Drew Morgen San Francisco Berrett-Koehler Publishers 1997 1 Online-Ressource (xviii, 243 pages) txt rdacontent c rdamedia cr rdacarrier Includes bibliographical references (pages 231-232) and index Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments I.A new relationship-based, solution-focused sales approach. The buyer taught me how to sell -- Bringing your values to work -- The principles of buying facilitation -- Comparing the past, present, and future of sales -- The seller as servant -- II. The components of buying facilitation. The factors in the buying decision process -- How people buy -- Creating a relationship of trust and collaboration -- Supporting the process of discovery -- Formulating the right questions -- Listening skills -- III. Being a buying facilitator. Using buying facilitation: putting the skills together -- Strengthening customer service through buying facilitation -- Case comparisons: buying facilitation, traditional sales, and consultative sales -- Managing salespeople in a buying facilitation environment -- Buying facilitation in action: on-the-phone, face-to-face, and across sales contexts -- Reinventing business by reinventing sales BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Integrity fast Selling / Moral and ethical aspects fast Ethik Wirtschaft Selling Moral and ethical aspects Integrity Ethik (DE-588)4015602-3 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf Ethik (DE-588)4015602-3 s Verkauf (DE-588)4117346-6 s 1\p DE-604 http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=41475 Aggregator Volltext 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Morgen, Sharon Drew Selling with integrity reinventing sales through collaboration, respect, and serving BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Integrity fast Selling / Moral and ethical aspects fast Ethik Wirtschaft Selling Moral and ethical aspects Integrity Ethik (DE-588)4015602-3 gnd Verkauf (DE-588)4117346-6 gnd |
| subject_GND | (DE-588)4015602-3 (DE-588)4117346-6 |
| title | Selling with integrity reinventing sales through collaboration, respect, and serving |
| title_auth | Selling with integrity reinventing sales through collaboration, respect, and serving |
| title_exact_search | Selling with integrity reinventing sales through collaboration, respect, and serving |
| title_full | Selling with integrity reinventing sales through collaboration, respect, and serving Sharon Drew Morgen |
| title_fullStr | Selling with integrity reinventing sales through collaboration, respect, and serving Sharon Drew Morgen |
| title_full_unstemmed | Selling with integrity reinventing sales through collaboration, respect, and serving Sharon Drew Morgen |
| title_short | Selling with integrity |
| title_sort | selling with integrity reinventing sales through collaboration respect and serving |
| title_sub | reinventing sales through collaboration, respect, and serving |
| topic | BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Integrity fast Selling / Moral and ethical aspects fast Ethik Wirtschaft Selling Moral and ethical aspects Integrity Ethik (DE-588)4015602-3 gnd Verkauf (DE-588)4117346-6 gnd |
| topic_facet | BUSINESS & ECONOMICS / Marketing / General BUSINESS & ECONOMICS / Distribution Integrity Selling / Moral and ethical aspects Ethik Wirtschaft Selling Moral and ethical aspects Verkauf |
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