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Stop selling, start partnering : the new thinking about finding and keeping customers

Author: Larry Wilson; Hersch Wilson
Publisher: New York : J. Wiley, ©1994.
Edition/Format:   Print book : EnglishView all editions and formats
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"There's only one Larry Wilson... number one when it comes to the art of selling.

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Document Type: Book
All Authors / Contributors: Larry Wilson; Hersch Wilson
ISBN: 0471147419 9780471147411 0471133639 9780471133636
OCLC Number: 34166710
Description: xvi, 294 pages : illustrations ; 23 cm
Contents: PERMANENT WHITE WATER. "We're Not Going to Just Blow Away." The Death of a Sales Force. The Customer Has the Gun! IMAGINING THE FUTURE. Letting Go of the Trapeze! Married to the Customer. The Customer-Keeping Company. INCREDIBLE RESULTS, MORE EFFECTIVE PEOPLE--THE STRATEGIC ABILITIES OF THE FUTURE. Playing to Win. "I Have to Do It Myself, but I Can't Do It Alone." Growing Partnerships. Driving Business Results. HOW TO CREATE A PARTNERSHIP. Discovering Partners. The Strategic Partnering Process. Preparing for the Weather. RESOURCE SECTION. Tools to Play to Win. Financial Tools. References. Index.
Responsibility: Larry Wilson with Hersch Wilson.

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