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Beyond the Sales Process

著者: Steve Andersen, Dave Stein
ナレーター: Jeff Cummings
30日間の無料体験を試す

無料体験終了後は月額¥1,500。いつでも退会できます。

¥3,100 で購入

¥3,100 で購入

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あらすじ・解説

The average customer spends less than 5% of their time engaged in the buying of products and services...meaning that sales professionals who focus solely on the moment of the sale have made a fatal miscalculation. 

Featuring instructional case studies from companies including Panasonic, Hilton, Merck, and Honeywell, this evidence-based book provides listeners with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals twelve essential strategies including: 

  • Study your customer 
  • Give them compelling reasons to engage 
  • Build a vision for them of their own success 
  • Understand your customers' drivers, objectives, and challenges 
  • Achieve alignment 
  • Create and realize value 
  • Learn from your results to cultivate lasting - and mutually beneficial - relationships 

Reinforced by research from DePaul University, CSO Insights, Aberdeen Group, SAMA, and others, this book will help you to grow with your customers - and take your sales performance to a whole new level.

PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.

 

©2016 Steve Anderson and Dave Stein (P)2016 Brilliance Audio. Published by arrangement with AMACOM, a division of American Management Association International, New York.

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