Selling With Integrity

Morgen

23 Bewertungen von Goodreads

Sprache: Englisch

Verlag: Berrett-Koehler, 1997

1576750175 / 9781576750179

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Anbieter: World of Books (was SecondSale), Montgomery, IL, USAWorld of Books (was SecondSale)

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Artikelbeschreibung des Verkäufers

Introduces a fresh approach to the art of selling -- where the buyer's needs count for more than the seller's -- Introduces the ""Buying-Facilitation"" technique, based on mutual respect, collaboration, trust, honor, and service -- Shows sellers how to find appropriate buyers and weed out inappropriate ones quickly, vastly reducing the sales cycle -- Schematic drawings, case studies, and ""skill sets"" help the reader master the author's sales approach The traditional sales model involves convincing and coercing buyers into believing they can't live without what sellers have to offer. According to this view, the seller and the product are at the center of the process, and the buyer's interests are marginal: a successful seller is one who can create a ""need"" where none exists. Selling with Integrity is based on the author's belief that closing the sale is less important than respecting the interests of the buyer. Morgen argues that the seller's primary responsibility is to the buyer. Both are well served by the author's ""Buying-Facilitation"" technique, where service is the goal, discovery is the outcome, and the solution may or may not be a sale. Buyers "win" by having their needs met. Sellers "win" by getting to work within their value systems and by expediting the decision-making process with appropriate prospective buyers. This frank assessment of the potential buyer's needs involves cooperation rather than confrontation, creating a better overall experience. Morgen's approach restores to the job of selling the honesty, integrity, and humanity that are missing from traditional sales techniques. …

Bestandsnummer des Verkäufers 00082476796

Titel
Selling With Integrity
Autor
Morgen
Verlag
Berrett-Koehler
Erscheinungsjahr
1997
Zustand
Very Good
Einband
Hardback
Sprache
Englisch
ISBN-10
1576750175
ISBN-13
9781576750179

World of Books (was SecondSale)

Montgomery, IL, USA

Verkäufer/-in mit 5 Sternen

Verkäufer:in bei AbeBooks seit 20. Dezember 2007

Versandkosten innerhalb von USA

Artikel4 bis 12 Werktage3 bis 6 Werktage
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Founded in 2002, World of Books is a leading online destination for buying and selling both preloved and new books, committed to making sustainable reading accessible to all. With a mission to help people read more and waste less, World of Books offers a huge range of affordable, high-quality books — giving both new and preloved titles a second life. The company also operates World of Books – Sell Your Books, an easy-to-use platform that allows customers to trade in unwanted books for cash, helping to keep books in circulation while promoting sustainability. As a Certified B Corp, World of Books is driven by a vision to become the world’s largest and most sustainable dedicated online bookstore. The company measures its success through the positive environmental impact it creates, the value it provides to customers, and its ability to operate profitably while supporting its sustainable mission …

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Montgomery, IL USA 60538