The Sales Advantage

The Sales Advantage

Audiobook CD - 2003
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Baker & Taylor
Drawn from the proven techniques of the Dale Carnegie sales training program, a step-by-step guide shows salespeople how to sell from a buyer's point of view and how to cultivate long-term customer relationships.

Baker
& Taylor

Drawn from the proven techniques perfected by the world-renowned Dale Carnegie sales training program, an essential step-by-step guide shows salespeople how to sell from a buyer's point of view and how to cultivate long-term customer relationships, which leads to mutual success.

Simon and Schuster
The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.
Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as:
  • How to find prospects from both existing and new accounts
  • How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
  • How to sell beyong questions of price
The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

Publisher: New York : Simon & Schuster Audio, p2003
Edition: Abridged
ISBN: 9780743524797
0743524799
Branch Call Number: 658.85 SAL
Characteristics: 3 sound discs (approx. 3 hrs.) : digital

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