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Trust-based selling

Author: Green, Charles H. Publisher: McGraw-Hill, 2006.Language: EnglishDescription: 265 p. ; 23 cm.ISBN: 0071461949Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HF5415.55 .G74 2006
(Browse shelf)
900185646
Available 900185646
Total holds: 0

Includes index

Digitized

CONTENTS Trust Based Selling Trust Based Selling Acknowledgments Introduction ... Xlll x i CHAPTER 2 TRUST-BASED SELLING THE BUSINESS CASE FORTRUST 27 CHAPTER PART I:! HOW ITISDONE: TRUST- BASED SELLING IN ACTION 53 LI CHAPTER / SELL B DOING, NOT B TELLING Y Y AVOID MISTAKES I N T H E TRUST CREATION PROCESS 70 CHAPTER 8 75 CHAPTER qP CHECKYOUR EGO AT THE DOOR 86 CHAPTER ! ' THE NEW ABCS: DON'TALWAYS BE CLOSING CHAPTER -' *. . BE A RADICAL TRUTH-TELLER CHAPTER -, MAKE LISTENING A GIFT, NOT A SKlLL t* WORKTHE SAME SIDE OF THE TABLE 4.6 CHAPTER - CHAPTER PICK THE RIGHT CUSTOMERS CHAPTER !7 ANSWERING THE SIX TOUGHEST SALES QUESTlONS CHAPTER .' WALKING THE WALKSMALL THINGS ADD UP PART I?-F BARRI ERS AND CHALLENG ES C H A P T E R A'.-) -?nATTITUDE AND OTHER OBSTACLES TO TRUST L SELLING N 190 CHAPTER^ 1 TEACH PRODUCT PEOPLE SALES OR TEACH SALESPEOPLE PRODUCT? CHAPTER 205 2.2 DlFFERENTlATION BY SELLING, -3 3 CHAPTERI TALKING STRAIGHT ABOUT PRICE - NOT BRANDlNG 209 212 CHAPTER^ DEALING WITH RFPs AND PURCHASING AGENTS 225 2 5 KILLINGTRUST WITH MEASUREMENTS AND REWARDS Postscript Appendix: A Compilation of Lists Index 229

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