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Practical Selling: No Seminars in Foxholes

Practical Selling: No Seminars in Foxholes

Hardcover

Management

ISBN10: 1401096441
ISBN13: 9781401096441
Publisher: Authorhouse
Published: Jun 2 2003
Pages: 216
Weight: 0.98
Height: 0.76 Width: 6.30 Depth: 8.70
Language: English
No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation; (2) the strength of your product, company, status at an account, and timing of market entry are crucial, (3) people in the sales process are swayed by politics and emotions; (4) prospects will select vendors based on how they feel about the limited inputs they have; (5) how to gather, often surreptitiously, the information you need about the decision process; (6) how to use that knowledge and other techniques to affect the outcome. One-size-fits-all approaches to sales do not work. This book will change how you view the sales profession.

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Management