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Buying stylessimple lessons in selling the way your customer buys /

紀錄類型:	書目-電子資源 : 單行本
正題名/作者:	Buying styles/ Michael Wilkinson ; with Richard Smith, Tierah Chorba, and Lynn Sokler.
其他題名:	simple lessons in selling the way your customer buys /
作者:	Wilkinson, Michael,
出版者:	New York :AMA/American Management Association,�009.
面頁冊數:	1 online resource (viii, 150 pages) :illustrations
標題:	Selling. -
電子資源:	Click here for online access to this book (查閱全文) (EBSCO eBook)
ISBN:	9780814415283 (electronic bk.)
ISBN:	0814415288 (electronic bk.)
ISBN:	9780814415276 (Cloth)
ISBN:	081441527X (Cloth)

Buying stylessimple lessons in selling the way your customer buys /
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245 1 0 $a Buying styles $h [electronic resource] : $b simple lessons in selling the way your customer buys / $c Michael Wilkinson ; with Richard Smith, Tierah Chorba, and Lynn Sokler.
260 $a New York : $b AMA/American Management Association, $c �009.
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504 $a Includes bibliographical references.
505 0 $a Looking for solutions -- Identifying the behaviors we hate from customers -- Recognizing the four basic buying styles -- Selling to your boss -- Identifying the buying styles of others -- Comparing selling styles and buying styles -- Tailoring your sales approach to your customer's buying style -- Recognizing style clashes -- Planning your next steps -- One year later.
520 $a Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers all have their own individual?buying styles? ... and when sellers learn how to adapt their own methods to best suit each buying style, they can dramatically increase their success rate. Presented as a?learning adventure,? Buying Styles begins with a fictional situation in which a salesperson has just lost a major sale ... and decides to find out why. Readers are then brought along on an interactive lesson that shows them how to:? recognize the four key bu.
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650 0 $a Consumer satisfaction. $3 147265
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856 4 0 $3 EBSCOhost $u http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=284214 $z Click here for online access to this book (查閱全文) (EBSCO eBook)
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