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Beyond Selling Value: A Proven Process to Avoid the Vendor Trap

Shonka, Mark and Dan Kosch

27 valoraciones por Goodreads
ISBN 10: 0793154707 / ISBN 13: 9780793154708
Editorial: Dearborn Trade Publishing, Chicago, Illinois, U.S.A., 2002
Condición: Fine Encuadernación de tapa blanda
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Valoración 3 estrellas

Librería en AbeBooks desde: 13 de noviembre de 2002

Descripción

"If you want to increase your company's selling success and how you are viewed by your customer, then you must read this book. Ans, as importantly, implement the process! It's all about getting on the road to being a strategic resource, not a vendor, to your customer. We've adopted this invaluable sales and relationship approach in our business.It simply makes sense and works!" {Robert T. Abele}. This book has 283 pages. The book is a SIGNED PRESENTATION copy from the author, Dan Kosch. N° de ref. de la librería 033306

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Detalles bibliográficos

Título: Beyond Selling Value: A Proven Process to ...

Editorial: Dearborn Trade Publishing, Chicago, Illinois, U.S.A.

Año de publicación: 2002

Encuadernación: Trade Paperback

Condición del libro: Fine

Ejemplar firmado: Signed by Author

Edición: First Printing

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Sinopsis:

How to sell value, increase margins, make price irrelevant, win executive-level credibility, and create competitive immunity.

Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business.

In Beyond Selling Value, top sales consultants Mark Shonka and Dan Kosch share their proven process for becoming a critical partner in their customers' success. From targeting the most promising prospects, to bypassing the gatekeepers, to reaching the decision makers who are empowered to buy, and to closing the deal with a powerful presentation, the authors impart their battle tested secrets to forging long term business relationships.

For sales professionals tired of being beaten up on price, here is a new way to leverage their strengths, elevate their sales game, and establish relationships with those who appreciate their value. Selling Power magazine calls it "a detailed, street smart roadmap".

About the Author:

Together, authors and IMPAX Corporation copresidents Mark Shonka and Dan Kosch have tallied more than 40 years experience in direct sales, sales management, and sales consulting and training. IMPAX has worked with thousands of sales professionals throughout North America and abroad at companies including IBM, DuPont, AT&T, Eli Lilly, and Microsoft.

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