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Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff
| Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff |
| Autore | Leboff Grant |
| Pubbl/distr/stampa | Hoboken, NJ, : Capstone Pub., c2007 |
| Descrizione fisica | 1 online resource (207 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Sales management
Small business - Management Selling Customer relations Relationship marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-281-13543-7
9786611135430 1-907312-20-X 1-84112-811-2 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
1 Moving Away from the Transactional Model; 2 Selling Snow to the Eskimos; 3 Putting theRelationship First; 4 Deconstructing the Myth of Benefit Selling; PART I: THE BUYER'S MOTIVATION; PART II: BENEFITS DON'T WORK; 5 Stop Using Benefits - Start Using Problem MapsTM; 6 Why the USP Stops you Selling; 7 Your Emotional Selling Point and Giving Value; 8 Building Pipeline; PART I: MANAGING THE PROCESS; PART II: ENGAGING YOUR PROSPECT; 9 Routes to Market; 10 Empowering your Buyer; 11 Understanding your Purchasers; 12 Asking Questions - the Diagnosis; PART I: THE DOCTOR/PATIENT RELATIONSHIP
PART II: THE FALLACY OF OPEN AND CLOSED QUESTIONSPART III: CLARITY USING PROBLEM MAPSTM; PART IV: PROBLEMS AND SOLUTIONS ARE NOT ENOUGH; 13 When It's Time to Talk; 14 Objections and Concerns; 15 Traditionally It's Called Closing; 16 Following Up - Continuing the Relationship; Epilogue; Index |
| Record Nr. | UNINA-9910451414403321 |
Leboff Grant
|
||
| Hoboken, NJ, : Capstone Pub., c2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff
| Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff |
| Autore | Leboff Grant |
| Pubbl/distr/stampa | Hoboken, NJ, : Capstone Pub., c2007 |
| Descrizione fisica | 1 online resource (207 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Sales management
Small business - Management Selling Customer relations Relationship marketing |
| ISBN |
1-281-13543-7
9786611135430 1-907312-20-X 1-84112-811-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
1 Moving Away from the Transactional Model; 2 Selling Snow to the Eskimos; 3 Putting theRelationship First; 4 Deconstructing the Myth of Benefit Selling; PART I: THE BUYER'S MOTIVATION; PART II: BENEFITS DON'T WORK; 5 Stop Using Benefits - Start Using Problem MapsTM; 6 Why the USP Stops you Selling; 7 Your Emotional Selling Point and Giving Value; 8 Building Pipeline; PART I: MANAGING THE PROCESS; PART II: ENGAGING YOUR PROSPECT; 9 Routes to Market; 10 Empowering your Buyer; 11 Understanding your Purchasers; 12 Asking Questions - the Diagnosis; PART I: THE DOCTOR/PATIENT RELATIONSHIP
PART II: THE FALLACY OF OPEN AND CLOSED QUESTIONSPART III: CLARITY USING PROBLEM MAPSTM; PART IV: PROBLEMS AND SOLUTIONS ARE NOT ENOUGH; 13 When It's Time to Talk; 14 Objections and Concerns; 15 Traditionally It's Called Closing; 16 Following Up - Continuing the Relationship; Epilogue; Index |
| Record Nr. | UNINA-9910777021503321 |
|
Leboff Grant
|
||
| Hoboken, NJ, : Capstone Pub., c2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff
| Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff |
| Autore | Leboff Grant |
| Pubbl/distr/stampa | Hoboken, NJ, : Capstone Pub., c2007 |
| Descrizione fisica | 1 online resource (207 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Sales management
Small business - Management Selling Customer relations Relationship marketing |
| ISBN |
1-281-13543-7
9786611135430 1-907312-20-X 1-84112-811-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
1 Moving Away from the Transactional Model; 2 Selling Snow to the Eskimos; 3 Putting theRelationship First; 4 Deconstructing the Myth of Benefit Selling; PART I: THE BUYER'S MOTIVATION; PART II: BENEFITS DON'T WORK; 5 Stop Using Benefits - Start Using Problem MapsTM; 6 Why the USP Stops you Selling; 7 Your Emotional Selling Point and Giving Value; 8 Building Pipeline; PART I: MANAGING THE PROCESS; PART II: ENGAGING YOUR PROSPECT; 9 Routes to Market; 10 Empowering your Buyer; 11 Understanding your Purchasers; 12 Asking Questions - the Diagnosis; PART I: THE DOCTOR/PATIENT RELATIONSHIP
PART II: THE FALLACY OF OPEN AND CLOSED QUESTIONSPART III: CLARITY USING PROBLEM MAPSTM; PART IV: PROBLEMS AND SOLUTIONS ARE NOT ENOUGH; 13 When It's Time to Talk; 14 Objections and Concerns; 15 Traditionally It's Called Closing; 16 Following Up - Continuing the Relationship; Epilogue; Index |
| Record Nr. | UNINA-9910820675503321 |
|
Leboff Grant
|
||
| Hoboken, NJ, : Capstone Pub., c2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||