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Selling to Win

Опубликовано на портале: 23-04-2007
Изд-во: Kogan Page, 2006, 192 с.
Тематический раздел:
This fully updated third edition of Selling to Win gives invaluable practical advice on how to:
  • make a sale when you are not the cheapest;
  • turn your customer into an ambassador;
  • build a positive attitude;
  • beat the competition;
  • close a sale.
    If you are determined to make a success of your career in selling, then Richard Denny’s classic book is a must. It is recognized worldwide as one of the most effective and powerful sales-improvement guides ever written

  • Selling in perspective
  • Planning to win
  • Finding the time
  • Finding the business
  • Getting the appointment
  • The rules of professional selling
  • The sales presentation
  • Closing the sale
  • The principles of professionalism
  • Giving real service
  • Handling objections
  • Negotiation
  • Letter writing
  • Body language
  • Ключевые слова

    См. также:
    James S. Ownbey
    [Учебная программа]
    Michael Levy, Б.А. Вейтц
    Rosann Spiro, William J. Stanton, Gregory A. Rich
    Kenneth Lysons, Brian Farrington
    Mark E. Parry
    Татьяна Николаевна Парамонова
    Российский журнал менеджмента. 2008.  Т. 6. № 2. С. 157-160.