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Win-Win Selling: The Original 4-Step Counselor Approach For Building Long-Term Relationships With Buyers (Wilson Learning Library) (Wilson Learning Library) [Paperback]

By Larry Wilson (Author)
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Item Number 182356  
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Item description for Win-Win Selling: The Original 4-Step Counselor Approach For Building Long-Term Relationships With Buyers (Wilson Learning Library) (Wilson Learning Library) by Larry Wilson...

Models, charts, samples and stories make it easy reading and practical. Used by Caterpillar, Pfizer, USB and other Fortune 500 companies. 18 illustrations. Intense competition and tough times make selling an even bigger challenge than it was before. But with the Counselor Approach, salespeople work alongside customers in a partnership that produces wins for both. Throughout the Relate-Discover-Advocate-Support process, the salesperson builds trust and becomes a valued advisor who helps the customer solve business problems and reach goals. A fast-reading text rich with cases, conceptual models and an applications chapter make it easy to adopt the approach. More than 500,000 North American graduates of the Counselor Salesperson course will find this a valuable refresher, and for new readers it will be an eye-opener.



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Item Specifications...


Studio: Nova Vista Business
Pages   160
Est. Packaging Dimensions:   Length: 9" Width: 6.3" Height: 0.5"
Weight:   0.65 lbs.
Binding  Softcover
Release Date   Jun 15, 2007
Publisher   Nova Vista Business
ISBN  9088720010  
ISBN13  9789088720017  


Availability  0 units.


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Product Categories

1Books > Special Features > New & Used Textbooks
2Books > Subjects > Business & Investing > General
3Books > Subjects > Business & Investing > Marketing & Sales > Sales & Selling > General
4Books > Subjects > Business & Investing > Marketing & Sales > Sales & Selling



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