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· 제목 : Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit (Hardcover) (How World-Class Sellers Create Extraordinary Profit)
· 분류 : 외국도서 > 경제경영 > 세일즈
· ISBN : 9780071545839
· 쪽수 : 240쪽
· 출판일 : 2007-12-01
· 분류 : 외국도서 > 경제경영 > 세일즈
· ISBN : 9780071545839
· 쪽수 : 240쪽
· 출판일 : 2007-12-01
목차
Part 1: Value Creation and the Consultative Seller
1. What the Customer Wants
2. Discovering the Unrecognized Problem
3. Identifying the Unanticipated Solution
Part 2: Value Creation and the Strategic Seller
4. The Essentials of Commercial Enterprise
5. Exploring the Unseen Opportunity
6. Broker of Strengths: Cross-Selling
Part 3: Execution
7. Adapting to the Changing Marketplace
8. Questioning Skills: The Client Insight Creator’s Best Friend
9. Because Change Is Not an Option
Index
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