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Strengths based selling : based on decades of Gallup's research into high-performing salespeople

Author: Tony Rutigliano; Brian Brim
Publisher: New York : Gallup Press, 2010.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
Explains how to identify and maximize sales talent, outlines the basic steps of the selling process, and includes an access code to an online assessment test.
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Document Type: Book
All Authors / Contributors: Tony Rutigliano; Brian Brim
ISBN: 9781595620484 1595620486
OCLC Number: 607977110
Description: 207 pages ; 23 cm
Contents: Two myths about sales --
Defining strengths --
Strengths and weaknesses --
Prospecting --
Assessing opportunity --
Identifying solutions --
Building advocacy --
Negotiating and closing --
Serving, retaining, and growing --
Team sales --
Engaging your customers --
Engaging yourself --
The myth of work/life balance --
Talent theme definitions and action items --
Appendix: Seven ways to sharpen strengths and manage weaknesses.
Responsibility: Tony Rutigliano and Brian Brim.

Abstract:

Sales experts Tony Rutigliano and Brian Brim deliver a compelling new perspective on building better sales forces by using the strengths of each salesperson more effectively. Includes access to  Read more...

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