机读格式显示(MARC)

• 000 01604cam a22003134a 4500

• 001 0000350842

• 005 20180606143500.0

• 008 051115s2006 nyua 001 0beng

• 010 __ |a 2005033216

• 020 __ |a 0814473393 (pbk.)

• 020 __ |a 9780814473399

• 035 __ |a (OCoLC)ocm62324830

• 040 __ |a DLC |c DLC |d BAKER |d C#P |d VP@ |d DLC

• 042 __ |a pcc

• 050 00 |a HF5438.25 |b .C485 2006

• 082 00 |a 658.85 |2 22

• 090 __ |a F713.3/E13

• 093 __ |a F713.3 |2 4

• 100 1_ |a Cherry, Paul.

• 245 10 |a Questions that sell : |b the powerful process for discovering what your customer really wants / |c Paul Cherry.

• 260 __ |a New York : |b AMACOM, |c c2006.

• 300 __ |a vii, 181 p. : |b ill. ; |c 23 cm.

• 500 __ |a Includes index.

• 505 0_ |a 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.

• 650 _0 |a Selling.

• 650 _0 |a Marketing research.

• 650 _0 |a Customer relations.

• 856 41 |3 Table of contents only |u http://www.loc.gov/catdir/toc/ecip063/2005033216.html

• 920 __ |a 222016 |z 1