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The Science Of Sales Success: A Proven System For High-profit, Repeatable Results
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ISBN
:
9788120331334
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Publisher
:
Phi Learning
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Subject
:
Business & Management
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Binding
:
Hardcover
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Pages
:
320
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Year
:
2007
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275.0
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250.0
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Description
This book clearly shows how to adopt a disciplined, logical approach to manage selling opportunities and enables a salesperson to learn how to fulfill customers??? expectations. The step-by-step guidelines will help to produce successful outcomes for both the salespersons and the customers while giving them an edge over their competito The methods given pinpoint exactly which facts the customer needs to have at each stage of the sales process. Based on an approach that treats selling as a science, the author shows that applying the suggested methods, any salesperson can duplicate success on a planned, routine basis. The Science of Sales Success is every sales professional???s key to faster sales growth and ongoing profitability. Table of Contents Foreword Acknowledgments Introduction CHAPTER 1 Measurability Matters CHAPTER 2 Defining Value CHAPTER 3 Receiving Value CHAPTER 4 Tests of Reasonableness CHAPTER 5 Every Question Counts CHAPTER 6 Leave the Brochures Behind CHAPTER 7 Every Reason to Say Yes CHAPTER 8 When the World Isn???t PerfectCHAPTER 9 Using MeasureMax Your Way Glossary Bibliography Index
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