Encyclopaedia of Practical Management: Customer- Focused Selling (Vol. 10)

By:

Innocenzo, Len D'

Contributor(s):

Cullen, Jack

Material type:

TextPublisher number: Dr. Sangeetha NovalPublication details: New Delhi Gemini Books 2000Description: 110ISBN:

978-81-7439-026-4

Subject(s):

Management

DDC classification:

658.003 INN

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Holdings
Item type	Current library	Collection	Call number	Status	Barcode
Donated Books	BSDU Knowledge Resource Center, Jaipur	Reference	658.003 INN (Browse shelf(Opens below))	Not For Loan	DB0211

Contents
Introduction: The Sales Professional Makes the Difference
1. Plan to Establish Trust
2. Create Interest
3. Conduct a Customer-Focused Interview
4. Plan and Deliver an outstanding proposal
5. Handle Objections
6, Negotiate a Win-Win Agreement
7. Gain Commitments
Epilogue
Index

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