The new conceptual selling / Robert B. Miller, Stephen E. Heiman with Tad Tuleja.
نوع المادة :
نصالناشر:London ; Philadelphia : Kogan Page, 2011الطبعات:Rev. 2nd edوصف:xiii, 226 pages : illustrations ; 24 cmنوع المحتوى:- text
- unmediated
- volume
- 9780749462918 (pbk.)
- 0749462914 (pbk.)
- HF5438.5 M55 2011
| نوع المادة | المكتبة الحالية | رقم الطلب | رقم النسخة | حالة | تاريخ الإستحقاق | الباركود | |
|---|---|---|---|---|---|---|---|
كتاب
|
UAE Federation Library | مكتبة اتحاد الإمارات General Collection | المجموعات العامة | HF5438.5 M55 2011 (إستعراض الرف(يفتح أدناه)) | C.1 | Library Use Only | داخل المكتبة فقط | 30010011312084 |
Previous edition: published as by Stephen E. Heiman and Diane Sanchez with Tad Tuleja. 2004.
Includes index.
Why your customers really buy -- How your customers make buying decisions -- What we're striving for : win-win -- Life beyond the product pitch -- Why am I here? -- What do I want the customer to do? -- Why should the customer see me? -- Do I have credibility? -- Learning to listen -- The five question types -- Establishing superb communication -- The importance of differentiation -- Using the joint venture approach -- Beyond the chumming exercise -- Don't call them objections -- Pre-call planning and rehearsal -- Asessing the call -- Still beyond the close -- The questioning process revisited : continuing the dialogue with our customers.
