Buyer-seller partnerships are established and maintained only when the salesperson creates customer value. Customers want to partner with salespeople who can create value, not just communicate it. Value creation involves a series of improvements in the sales process that enhance the customer experience. As customers and the field of selling have evolved, so has Selling Today: Creating Customer Value, to meet the expectations and needs of our customers.
Selling Today: Creating Customer Value, Fourth Canadian Edition. continues to build on a strong foundation of customer-relationship selling focusing, in this edition, on questioning as a means to understand customer needs.
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