Sales Effectiveness Training: The Breakthrough Method to Become Partners with Your Customers - Softcover

Zaiss, Carl D.; Gordon, Thomas

Softcover

ISBN 10: 0452272416 ISBN 13: 9780452272415

Publisher: Plume, 1995

Synopsis

In this groundbreaking book, the authors outline the principles and techniques of Synergistic Selling, a program that enhances the relationship between seller and buyer. Stressing the roles of collaboration, cooperation, and communication, they examine why listening to clients and making it easy to buy works better than a hard sell.

About this title

About the Author

ERIC CONGER has voiced over 150 fiction and nonfiction audiobooks. A graduate of Wesleyan University and the University of Paris, he also works as a writer and playwright (The Eclectic Society. He lives in Weehawken, New Jersey, with his wife, Gayle, and two children.

Review

"Sales Effectiveness Training" examines the traditional paradigms of selling and explores a new synergistic paradigm, which reflects the changing role of the salesperson in facilitating the buyer's decision-making process. Readers will benefit from the analysis of this process, and the resulting partnerships with customers. -- Debbie Twadell, President, National Society of Sales Training Executives (1993)

This book provides excellent insights into how to win at the game of selling by forming partnerships with customers. Zaiss and Gordon provide a comprehensive look at the current environment and why the 'traditional' sales approach is outdated. This book is a must for successful sales teams of the 1990's and beyond. -- Tom Scott, VP, Sales, Toshiba, Computer Sales Division (1993)

Edition details

• Publisher: Plume
• Publication date: 1995
• Language: English
• ISBN 10: 0452272416
• ISBN 13: 9780452272415
• Binding: Mass Market Paperback
• Number of pages: 256