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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.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
San Francisco :
Berrett-Koehler Publishers,
1997.
|
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 020 | |a 9781583764497 | ||
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| 082 | 0 | 4 | |a 658.85 |2 21 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Morgen, Sharon Drew, |d 1946- | |
| 245 | 1 | 0 | |a Selling with integrity : |b reinventing sales through collaboration, respect, and serving / |c Sharon Drew Morgen. |
| 260 | |a San Francisco : |b Berrett-Koehler Publishers, |c 1997. | ||
| 300 | |a 1 online resource (xviii, 243 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes bibliographical references (pages 231-232) and index. | ||
| 520 | |a 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. | ||
| 505 | 0 | |a 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. | |
| 588 | 0 | |a Print version record. | |
| 546 | |a English. | ||
| 590 | |a eBooks on EBSCOhost |b EBSCO eBook Subscription Academic Collection - Worldwide | ||
| 650 | 0 | |a Selling |x Moral and ethical aspects. | |
| 650 | 0 | |a Integrity. | |
| 650 | 6 | |a Vente |x Aspect moral. | |
| 650 | 6 | |a Intégrité. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a Integrity |2 fast | |
| 650 | 7 | |a Selling |x Moral and ethical aspects |2 fast | |
| 650 | 7 | |a Commerce. |2 hilcc | |
| 650 | 7 | |a Business & Economics. |2 hilcc | |
| 650 | 7 | |a Marketing & Sales. |2 hilcc | |
| 776 | 0 | 8 | |i Print version: |a Morgen, Sharon Drew, 1946- |t Selling with integrity. |d San Francisco : Berrett-Koehler Publishers, 1997 |z 1576750175 |w (DLC) 96053215 |w (OCoLC)36130777 |
| 856 | 4 | 0 | |u https://ebsco.uam.elogim.com/login.aspx?direct=true&scope=site&db=nlebk&AN=41475 |z Texto completo |
| 938 | |a EBSCOhost |b EBSC |n 41475 | ||
| 938 | |a YBP Library Services |b YANK |n 2358961 | ||
| 938 | |a Internet Archive |b INAR |n sellingwithinteg0000morg | ||
| 994 | |a 92 |b IZTAP | ||