Collaborative Selling: How to Gain the Competitive Advantage in Sales

Alessandra, Tony, Rick Barrera and Anthony J. Alessandra:

ISBN 10: 0471596647 / ISBN 13: 9780471596646

Published by John Wiley & Sons Inc, 1993

About this Item

256 Seiten John Wiley 1993 : Dr. Tony Alessandra - gb - 6-70-4-L2 HO-H3YU-A2J9 Sprache: Englisch Gewicht in Gramm: 522.

Seller Inventory # 181183

Bibliographic Details

• Title: Collaborative Selling: How to Gain the Competitive Advantage in Sales
• Publisher: John Wiley & Sons Inc
• Publication Date: 1993
• Language: English
• ISBN 10: 0471596647
• ISBN 13: 9780471596646
• Binding: Gebundene Ausgabe
• Condition: Sehr gut
• Weight: 522 grams
• Seller catalogs:
  • Marketing & Verkauf

About this title

Synopsis

Collaborative Selling How to Gain the Competitive Advantage in Sales "Quality was the key word for success in the ’80s. Team selling that makes the customer a true partner will be the point of differentiation in the ’90s. Collaborative Selling lays out a clear road map for value-added marketing." —Buck Rodgers Former Vice President of Marketing, IBM Corporation Author, The IBM Way "The traditional ‘hard sell’ approach to customers is passé successful selling in the ’90s requires building a partnership with customers. Collaborative Selling tells you how to develop a cooperative, long-term relationship with your customers." —Og Mandino Author, The Greatest Salesman in the World "Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition." —Denis Waitley Author, The New Dynamics of Winning "Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers’ problems and meeting your customers’ needs." —Dr. Charles Garfield, President The Charles Garfield Group Based on a dynamic new approach proven in sales training programs in some of the nation’s most successful companies, Collaborative Selling supplies a results-driven, six-step communication and problem-solving program that helps you accurately target your market…identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both.

About the Author

DR. TONY ALESSANDRA is the President of Alessandra and Associates, a La Jolla, California-based consulting firm which provides keynote speakers and sales training to such companies as AT&T, General Electric, IBM, and IDS/American Express. He is the coauthor of Non-Manipulative Selling, The Idea-A-Day Guide to Super Selling and Customer Service, and Be Your Own Sales Manager. RICK BARRERA is a certified speaker, sales trainer, and consultant based in La Jolla, California. Rick delivers keynote speeches and workshops to many prominent companies, including Xerox, Intel, Tupperware, Gannett Media, and Glamour magazine. He is the coauthor of the business bestseller Non-Manipulative Selling.