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Bestandsnummer des Verk�ufers 7719-9780738201573

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Bibliografische Details

Titel: Why People Don't Buy Things: Five Five Proven Steps to Connect with Your Customers and Dramatically Improve Your Sales
Verlag: Basic Books 07/01/2000
Erscheinungsjahr: 2000
Sprache: Englisch
ISBN-10: 073820157X
ISBN-13: 9780738201573
Einband: Softcover
Zustand: Very Good

�ber diesen Titel

Inhaltsangabe

Selling can be a science as well as an art, and offering the right product at the right price is only the starting point. The authors explore the thought processes potential buyers go through every time they consider making a purchase. This guide offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customers' buying path. By teaching salespeople how to recognize different buying profiles, this book offers strategies and tactics to break out of non-productive patterns, forge new relationships, and turn promising prospects into repeat customers.

�ber die Autorin bzw. den Autor

Charlotte y Peter Fiell son dos autoridades en historia, teor�a y cr�tica del dise�o y han escrito m�s de sesenta libros sobre la materia, muchos de los cuales se han convertido en �xitos de ventas. Tambi�n han impartido conferencias y cursos como profesores invitados, han comisariado exposiciones y asesorado a fabricantes, museos, salas de subastas y grandes coleccionistas privados de todo el mundo. Los Fiell han escrito numerosos libros para TASCHEN, entre los que se incluyen 1000 Chairs, Dise�o del siglo XX, El dise�o industrial de la A a la Z, Scandinavian Design y Dise�o del siglo XXI.

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