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· 제목 : Insight Selling: Surprising Research on What Sales Winners Do Differently (Hardcover)
· 분류 : 외국도서 > 경제경영 > 세일즈
· ISBN : 9781118875353
· 쪽수 : 256쪽
· 출판일 : 2014-05-05
· 분류 : 외국도서 > 경제경영 > 세일즈
· ISBN : 9781118875353
· 쪽수 : 256쪽
· 출판일 : 2014-05-05
목차
Foreword Neil Rackham vii
Preface xi
Chapter 1 Sales Winners Sell Differently 1
Chapter 2 What Is Insight Selling? 25
Chapter 3 Insight Selling and Value 37
Chapter 4 Insight and Level 1: Connect 57
Chapter 5 Insight and Level 2: Convince 79
Chapter 6 Insight and Level 3: Collaborate 101
Chapter 7 On Trust 121
Chapter 8 Profile of the Insight Seller 137
Chapter 9 Insight Selling Mistakes 161
Chapter 10 Buyers Who Buy Insights 177
Chapter 11 Getting the Most from Sales Training 199
Epilogue 219
Appendix 221
