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Selling with integrity : reinventing sales through collaboration, respect, and serving

Author: Sharon Drew Morgen
Publisher: San Francisco, Calif. : Berrett-Koehler, 1997.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments.
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Document Type: Book
All Authors / Contributors: Sharon Drew Morgen
ISBN: 1576750175 9781576750179 1576750159 9781576750155
OCLC Number: 36130777
Description: xviii, 243 pages : illustrations ; 24 cm
Contents: I.A New Relationship-Based, Solution-Focused Sales Approach. Ch. 1. The Buyer Taught Me How to Sell. Ch. 2. Bringing Your Values to Work. Ch. 3. The Principles of Buying Facilitation. Ch. 4. Comparing the Past, Present, and Future of Sales. Ch. 5. The Seller as Servant --
II. The Components of Buying Facilitation. Ch. 6. The Factors in the Buying Decision Process. Ch. 7. How People Buy. Ch. 8. Creating a Relationship of Trust and Collaboration. Ch. 9. Supporting the Process of Discovery. Ch. 10. Formulating the Right Questions. Ch. 11. Listening Skills --
III. Being a Buying Facilitator. Ch. 12. Using Buying Facilitation: Putting the Skills Together. Ch. 13. Strengthening Customer Service through Buying Facilitation. Ch. 14. Case Comparisons: Buying Facilitation, Traditional Sales, and Consultative Sales. Ch. 15. Managing Salespeople in a Buying Facilitation Environment. Ch. 16. Buying Facilitation in Action: On-the-Phone, Face-to-Face, and Across Sales Contexts. Ch. 17. Reinventing Business by Reinventing Sales.
Responsibility: Sharon Drew Morgen.
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Abstract:

Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments.

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