CUSTOMER CENTERED SELLING: EIGHT STEPS TO SUCCESS FROM THE WORLD'S BEST SAL ES FORCE

CUSTOMER CENTERED SELLING: EIGHT STEPS TO SUCCESS FROM THE WORLD'S BEST SAL ES FORCE

By: Jolles, Rob

Price: ¥400.00

Quantity: 1 available

Book Condition: Very Good


Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Robert Jolles reveals, is reversing the conventional selling practice of searching for customer needs. To truly cr eate urgency, you must focus instead on the customer's problems and decisio n-making process. Jolles provides a systematic, repeatable, predictable app roach that teaches you to anticipate and influence behavior as the customer moves through an eight-stage "decision cycle" and ultimately discovers his or her needs. The book includes a series of case studies, activities, and exercises that enable you to better understand the principles being taught, so you can immediately apply them to your own unique scenarios. This book is a "must read" for all sales professionals, sales managers, and managers in need of a disciplined approach to persuading others.

Title: CUSTOMER CENTERED SELLING: EIGHT STEPS TO SUCCESS FROM THE WORLD'S BEST SAL ES FORCE

Author Name: Jolles, Rob

Categories: Marketing,

Publisher: Free Press: 2000

ISBN Number: 0684855011

ISBN Number 13: 9780684855011

Binding: Paperback

Book Condition: Very Good

Seller ID: RWARE0000036567