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- 2005031036 contributor B10141478.
- 2005031036 created "c2006.".
- 2005031036 date "2006".
- 2005031036 date "c2006.".
- 2005031036 dateCopyrighted "c2006.".
- 2005031036 description "Understanding buying and selling -- How buyers buy -- Trust-based selling -- The business case for trust -- A primer on trust -- How its done: trust-based selling in action -- Trust is not a business process -- Live the principles -- Sell by doing, not by telling -- Avoid mistakes in the trust creation process -- Check your ego at the door -- The relationship is not the sum of the transactions -- The new ABCs: dont always be closing -- Build trust into your negotiations -- Be a radical truth-teller -- Make listening a gift, not a skill -- Work the same side of the table -- Pick the right customers -- Answering the six toughest sales questions -- Walking the walk-small things add up -- Barriers and challenges -- The high cost of winning -- Attitude and other obstacles to trust in selling -- Teach product people sales, or salespeople product? -- Differentiation by selling, not branding -- Talking straight about price -- Dealing with rfps and purchasing agents -- Killing trust with measurements and rewards.".
- 2005031036 extent "xv, 265 p. :".
- 2005031036 identifier "0071461949 (alk. paper)".
- 2005031036 identifier 2005031036-b.html.
- 2005031036 identifier 2005031036-d.html.
- 2005031036 identifier 2005031036.html.
- 2005031036 issued "2006".
- 2005031036 issued "c2006.".
- 2005031036 language "eng".
- 2005031036 publisher "New York : McGraw-Hill,".
- 2005031036 subject "658.85 22".
- 2005031036 subject "Customer relations.".
- 2005031036 subject "HF5438.25 .G732 2006".
- 2005031036 subject "Selling.".
- 2005031036 tableOfContents "Understanding buying and selling -- How buyers buy -- Trust-based selling -- The business case for trust -- A primer on trust -- How its done: trust-based selling in action -- Trust is not a business process -- Live the principles -- Sell by doing, not by telling -- Avoid mistakes in the trust creation process -- Check your ego at the door -- The relationship is not the sum of the transactions -- The new ABCs: dont always be closing -- Build trust into your negotiations -- Be a radical truth-teller -- Make listening a gift, not a skill -- Work the same side of the table -- Pick the right customers -- Answering the six toughest sales questions -- Walking the walk-small things add up -- Barriers and challenges -- The high cost of winning -- Attitude and other obstacles to trust in selling -- Teach product people sales, or salespeople product? -- Differentiation by selling, not branding -- Talking straight about price -- Dealing with rfps and purchasing agents -- Killing trust with measurements and rewards.".
- 2005031036 title "Trust-based selling : using customer focus and collaboration to build long-term relationships / Charles H. Green.".
- 2005031036 type "text".