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Bibliographic Details

Title: The Agile Manager's Guide to Customer-focused Selling
Publisher: BNI Publications Inc.,U.S. 01/06/2001
Publication Date: 2001
Language: English
ISBN 10: 1580990215
ISBN 13: 9781580990219
Binding: Paperback
Edition: 2nd Edition
Condition: Very Good

About this title

Synopsis

The best salespeople provide solutions that build trust and credibility, rather than relying on tricks and manipulation. This guide explains how to create that trust, as well as how to conduct customer-focused interviews, deliver outstanding proposals, handle objections, and negotiate win-win agreements. A focus on "buying" the salesperson rather than the product sets this book apart.

About the Author

Len D'Innocenzo and Jack Cullen are principals in D'Innocenzo-Cullen and Associates, a training and consulting firm whose clients include Microsoft, Computer Associates International, and AT&T. They are coauthors of The Agile Manager's Guide to Coaching to Maximize Performance. Len lives in Andover, Massachusettes. Jack lives in Pennington, New Jersey.

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