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Value-added selling : how to sell more profitably, confidently, and professionally by competing on value, not price /
Providing the strategies you need to close more sales and improve repeat business, this book examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales. --
| Clasificación: | Libro Electrónico |
|---|---|
| Autores principales: | , |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill Education,
[2018]
|
| Edición: | Fourth edition. |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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| 020 | |a 9781260134742 | ||
| 020 | |a 1260134741 | ||
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| 100 | 1 | |a Reilly, Thomas P., |e author. | |
| 245 | 1 | 0 | |a Value-added selling : |b how to sell more profitably, confidently, and professionally by competing on value, not price / |c Tom Reilly, Paul Reilly. |
| 250 | |a Fourth edition. | ||
| 264 | 1 | |a New York : |b McGraw-Hill Education, |c [2018] | |
| 264 | 4 | |c ©2018 | |
| 300 | |a 1 online resource (1 volume) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 588 | 0 | |a Print version record. | |
| 504 | |a Includes bibliographical references and index. | ||
| 520 | |a Providing the strategies you need to close more sales and improve repeat business, this book examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales. -- |c Edited summary from book. | ||
| 505 | 0 | |a How to start and sustain a movement in your organization -- Value-added selling -- Small-wins selling -- The critical buying path -- The value-added selling processes -- The psychology of price shopping -- Customer messaging -- High-value target account selection -- Target account penetration -- Customer-izing -- Positioning -- Differentiating -- Presenting -- Supporting -- Relationship building -- Tinkering -- Value reinforcement -- Leveraging -- Filling your pipeline -- Precall planning -- Opening the sales call -- The needs-analysis stage -- The presentation stage -- The commitment stage (closing) -- Handling objections -- Postcall activities -- Managing multiple decision makers -- Competing in an Amazon World -- Value-added inside sales -- Final thoughts. | |
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Value added. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Valeur ajoutée. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a Selling |2 fast | |
| 650 | 7 | |a Value added |2 fast | |
| 700 | 1 | |a Reilly, Paul |c (Sales training consultant), |e author. | |
| 776 | 0 | 8 | |i Print version: |a Reilly, Thomas P. |t Value-added selling. |b 4th edition. |d New York : McGraw-Hill, 2018 |z 9781260134735 |w (DLC) 2018007295 |w (OCoLC)1027735189 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9781260134742/?ar |z Texto completo (Requiere registro previo con correo institucional) |
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| 938 | |a YBP Library Services |b YANK |n 16842620 | ||
| 994 | |a 92 |b IZTAP | ||