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

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.

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Morgen, Sharon Drew, 1946-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: San Francisco : Berrett-Koehler Publishers, 1997.
Temas:
Selling > Moral and ethical aspects.
Integrity.
Vente > Aspect moral.
Intégrité.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Integrity
Selling > Moral and ethical aspects
Commerce.
Business & Economics.
Marketing & Sales.
Acceso en línea:Texto completo
Tabla de Contenidos:
  • I.A new relationship-based, solution-focused sales approach. The buyer taught me how to sell
  • Bringing your values to work
  • The principles of buying facilitation
  • Comparing the past, present, and future of sales
  • The seller as servant
  • II. The components of buying facilitation. The factors in the buying decision process
  • How people buy
  • Creating a relationship of trust and collaboration
  • Supporting the process of discovery
  • Formulating the right questions
  • Listening skills
  • III. Being a buying facilitator. Using buying facilitation: putting the skills together
  • Strengthening customer service through buying facilitation
  • Case comparisons: buying facilitation, traditional sales, and consultative sales
  • Managing salespeople in a buying facilitation environment
  • Buying facilitation in action: on-the-phone, face-to-face, and across sales contexts
  • Reinventing business by reinventing sales.

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