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Guideposts for Effective Salesmanship

By: Robert R. Blake, Jane Srygley Mouton

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YOU DON'T HAVE TO BE A "BORN SALESPERSON" TO BE A SELLING SUCCESS! You, too, can be a sales star, if you understand what motivates your customers, the psychological barriers in your way, and the proven techniques for changing hostility to enthusiasm and resistance to support. The Grid" is the world's first truly scientific tool for guaranteeing an outstanding sales career. SPECIAL CHAPTERS SHOW YOU HOW TO: • Get a firm fix on all the different types of customers you will encounter • Recognize and use to your advantage the roles each participant in the sales call assumes • Avoid making false claims about your product or yourself • Develop a winning style based on your own personal goals • Organize your planning, calling, follow-up and paperwork to make sure you are the right place at the right time. ISBN:9780872168985

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Weight 132 g
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ISBN 9780872168985