| Description |
xv, 218 pages : illustrations ; 24 cm |
| Contents |
Machine derived contents note: How Customers Make Decisions. -- Account Entry Strategy: Getting to Where It Counts. -- How to Make Your Customers Need You: Strategies for the Recognition of Needs Phase. -- Influencing the Customer's Choice: Strategies for the Evaluation of Options Phase. -- Differentiation and Vulnerability: More About Competitive Strategy. -- Overcoming Final Fears: Strategies for the Resolution of Concerns Phase. -- Sales Negotiation: How to Offer Concessions and Agree on Terms. -- How to Ensure Continued Success: Implementation and Account Maintenance Strategies. -- Anatomy of a Sales Strategy |
| Notes |
Includes index |
| Subject |
Sales management.
|
| LC no. |
88008038 |
| ISBN |
0070511144 |
|
