Beyond Selling Value: A Proven Process to Avoid the Vendor Trap and Become Indispensable to Your Customers - Brossura

Shonka, Mark; Kosch, Dan

 
9780793154708: Beyond Selling Value: A Proven Process to Avoid the Vendor Trap and Become Indispensable to Your Customers
Brossura
ISBN 10: 0793154707 ISBN 13: 9780793154708
Casa editrice: Kaplan Test Prep, 2002

Sinossi

How to sell value, increase margins, make price irrelevant, win executive-level credibility, and create competitive immunity.

Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business.

In Beyond Selling Value, top sales consultants Mark Shonka and Dan Kosch share their proven process for becoming a critical partner in their customers' success. From targeting the most promising prospects, to bypassing the gatekeepers, to reaching the decision makers who are empowered to buy, and to closing the deal with a powerful presentation, the authors impart their battle tested secrets to forging long term business relationships.

For sales professionals tired of being beaten up on price, here is a new way to leverage their strengths, elevate their sales game, and establish relationships with those who appreciate their value. Selling Power magazine calls it "a detailed, street smart roadmap".

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

Informazioni sull?autore

Together, authors and IMPAX Corporation copresidents Mark Shonka and Dan Kosch have tallied more than 40 years experience in direct sales, sales management, and sales consulting and training. IMPAX has worked with thousands of sales professionals throughout North America and abroad at companies including IBM, DuPont, AT&T, Eli Lilly, and Microsoft.

Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.

Editore
Kaplan Test Prep
Data di pubblicazione
2002
Lingua
Inglese
ISBN 10 
0793154707
ISBN 13 
9780793154708
Rilegatura
Copertina flessibile
Numero di pagine
304
Contatto del produttore
non disponibile
Persona responsabile
non disponibile

Altre edizioni note dello stesso titolo

9780793167777: Beyond Selling Value: A Proven Process to Avoid the Vendor Trap

Edizione in evidenza

ISBN 10:  0793167779 ISBN 13:  9780793167777
Casa editrice: Dearborn Pub, 2002
Rilegato