Synopsis "Customer-Centric Selling--2nd ed"

This book examines all aspects of implementing a professional consultative sales organization. It can be read cover-to-cover for a comprehensive perspective, or chapter-by-chapter for a more topical view, based on your needs and interested. It is divided into three Parts: Part A: "The Worlds of Selling and Sales" compares traditional to consultative selling. While each approach is tasked with generating revenue for their company, how they accomplish that, and what other tasks they do, are fundamentally different. Part A provides a context for many of the concepts and skills offered throughout the text. Part B: "Consultative Selling and the Buy Process" discusses how a consultative salesperson interfaces with each customer based on their buy process and how they make the many decisions that impact their ultimate purchase. Part B provides a "big picture" view of how consultative salespeople remain focused and manage their time to provide optimum influence on their customers. Part C: "Consultative Selling Skills" describes many of the most important skills and protocols to establish, build, and benefit from consultative partnerships. As such, they are stand-alone skills that can be used independently ... yet are optimized when used in conjunction with each other.

Customers reviews

Have you read this book? Login to add your review.

More customer reviews

0% (0)
0% (0)
0% (0)
0% (0)
0% (0)

Questions and Answers about the Book

Do you have a question about the book? Login to be able to add your own question.

Opinions about Bookdelivery

More customer reviews

Customer-Centric Selling--2nd ed - Krawitz, Jeff

Synopsis "Customer-Centric Selling--2nd ed"

Customers reviews

Frequently Asked Questions about the Book

Is the book original?

In what language is the book written?

What is the format of this book?

Questions and Answers about the Book

Opinions about Bookdelivery