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Online Public Access Catalogue

题名/责任者:

Questions that sell : the powerful process for discovering what your customer really wants / Paul Cherry.

出版发行项:

New York : AMACOM, c2006.

ISBN:

0814473393 (pbk.)

ISBN:

9780814473399

载体形态项:

vii, 181 p. : ill. ; 23 cm.

个人责任者:

Cherry, Paul.

论题主题:

Selling.

论题主题:

Marketing research.

论题主题:

Customer relations.

中图法分类号:

F713.3

一般附注:

Includes index.

内容附注:

Boring or engaging: how do your questions measure up? -- Getting to know prospective clients -- Managing business opportunities: the qualifying process -- Getting your customers talking: expansion and comparison questions -- Are you a consultant or product peddler? the educational question -- Directing the conversation: lock-on and impact questions -- Back to the future: vision questions -- Getting past "what if?" objections and stalls -- Putting it all together -- Conclusion -- Appendix A. Show me the money! how to create value so price is no longer an issue -- Appendix B. Using voice mail and e-mail -- Appendix C. Seeing the plan in action.

电子资源:

Table of contents only    Table of contents only http://www.loc.gov/catdir/toc/ecip063/2005033216.html    

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