Out-of-the-box selling : principles and practices that work and make sense
Garrovillas, Eduardo P.
Out-of-the-box selling : principles and practices that work and make sense / Eduardo P. Garrovillas - xvi, 204 pages
Includes bibliographical references.
The age of selling, selling and salespeople Building relationships with customers Ethical and legal issues in selling Customer buying behavior and the buying process Interpersonal communication principles to build relationships Relationship selling : adaptive selling for relationship building Prospecting Planning the sales call - approach and preapproach Making the sales call Strategies for effective presentation Handling buyer's attitudes - misunderstandings, objections, and skepticisms Closing phase, closing techniques, and closing skills Developing long-term business relationships Negotiation skills and key account selling Sales management and leadership
9789715846929
Selling
658.85
Out-of-the-box selling : principles and practices that work and make sense / Eduardo P. Garrovillas - xvi, 204 pages
Includes bibliographical references.
The age of selling, selling and salespeople Building relationships with customers Ethical and legal issues in selling Customer buying behavior and the buying process Interpersonal communication principles to build relationships Relationship selling : adaptive selling for relationship building Prospecting Planning the sales call - approach and preapproach Making the sales call Strategies for effective presentation Handling buyer's attitudes - misunderstandings, objections, and skepticisms Closing phase, closing techniques, and closing skills Developing long-term business relationships Negotiation skills and key account selling Sales management and leadership
9789715846929
Selling
658.85