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Sales & Selling

  • Mr. Shmoozeby Richard Abraham

    Wiley 2010; US$ 19.95

    Reorient your selling approach Mr. Shmooze is the parable of a man who reveals the secret shared by all superstar salespeople. Selling, in its most exquisite form, is not about ?taking,? nor is it about ?persuading.? Selling, believe it or not, is about ?giving.? Mr. Shmooze gives for a living. He starts by listening and he quickly comes to... more...

  • The Relationship Edgeby Jerry Acuff

    Wiley 2011; US$ 21.95

    Get a practical, actionable, three-step process to build and leverage important relationships Most people know instinctively how to build positive, long-lasting relationships with spouses, friends, and even co-workers?but few of us know how to consciously and systematically build and maintain positive business relationships. For years, The Relationship... more...

  • Stop Acting Like a Seller and Start Thinking Like a Buyerby Jerry Acuff; Wally Wood

    Wiley 2010; US$ 24.95

    Praise for stop acting like a seller and Start Thinking Like a Buyer " Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare... more...

  • If You Build It Will They Come?by Rob Adams

    Wiley 2010; US$ 24.95

    Know if you'll hit your targets before pulling the trigger on any marketing plan More than sixty five percent of new products are commercial failures, and if you compound this with a recession, now more than ever you can't afford to be wrong. In If You Build It Will They Come, business professor and strategy consultant Rob Adams shows you how... more...

  • The Challenger Saleby Brent Adamson; Matthew Dixon

    Penguin Books Ltd 2012; US$ 23.98

    In The Challenger Sale , Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships... more...

  • The Challenger Customerby Brent Adamson; Matthew Dixon; Pat Spenner; Nick Toman

    Penguin Publishing Group 2015; US$ 28.95

    As the bestseller The Challenger Sale proved, challenging the customer is now the key to sales success. But it turns out that?s only half the story.  It?s not just that you challenge but who you challenge that really matters.  To win today, you need a Challenger inside the customer organization?a mobilizer. Picture your ideal customer: collegial,... more...

  • IT für Kunden: Qualitätsmanagement bei Customer Relationship Managementby Kamilla Aga

    Diplomica Verlag 2014; US$ 19.06

    Dieses Buch beschäftigt sich konkret mit Qualitätsmanagement im IT-Bereich, wobei speziell auf Customer Relationship Management eingegangen wird.Zu Beginn werden die Grundlagen des IT-Qualitätsmanagement erläutert, um anschließend die Ziele und Problemfelder von IT-QM zu analysieren. Im dritten Kapitel wird ein Grundverständnis der Ziele und Problemfelder... more...

  • Effective Sales Force Automation and Customer Relationship Managementby Raj Agnihotri

    Business Expert Press 2010; US$ 19.95

    As we move deeper into the 21st century, firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. Foreseeing a changing environment, many sales organizations have begun to focus on technology-related strategies, business processes, and applications to adapt to these... more...

  • Conclure la venteby Michaël Aguilar

    Dunod 2014; Not Available

    Comment emporter la décision du client ? Comment surmonter l?objection de conclusion la plus difficile : «je vais réfléchir» ? Comment développer le mental des vendeurs d?élite au moment de la conclusion ? Si bon nombre de vendeurs savent parfaitement découvrir les besoins du client, argumenter ou encore négocier leur offre, ils ne savent pas toujours... more...

  • Close That Saleby John M. Akers

    Mill City Press 2010; US$ 8.95

    CLOSE THAT SALE is a no-nonsense approach to understanding the art of sales. This nuts-and-bolts publication is "not loaded with long stories" of sales conquests and failures. Instead, it a a straight-forward step-by-step guide to mastering the art of CLOSING A SALE. more...