TY  - BOOK
AU  - Innocenzo, Len D' 
AU  - Cullen, Jack
TI  - Encyclopaedia of Practical Management: Customer- Focused Selling  (Vol. 10)
SN  - 978-81-7439-026-4
U1  - 658.003 
PY  - 2000///
CY  - New Delhi
PB  - Gemini Books
KW  - Management
N1  - 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
ER  -