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Customer Centered Selling : Sales Techniques for a New World Economy
by Robert L. Jolles


Overview - This revised edition of Robert Jolles s classic book on sales technique features brand new material throughout, including illustrations, teaching aids, coaching techniques, and true implementation strategies
"When you have a process, you have a way of measuring what you are doing.
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More About Customer Centered Selling by Robert L. Jolles
 
 
 
Overview
This revised edition of Robert Jolles s classic book on sales technique features brand new material throughout, including illustrations, teaching aids, coaching techniques, and true implementation strategies
"When you have a process, you have a way of measuring what you are doing. When you can measure it you can fix it "
"Customer Centered Selling" teaches the secrets of the world-famous Xerox sales training by reversing the conventional selling practices of searching for customer needs, pitching product, and adopting an order-taking mentality. Jolles provides a systematic, repeatable, predictable approach that teaches how to anticipate and influence behavior by studying and understanding the client s "Decision Cycle" and critical "Decision Points." Through the use of case studies, interactive activities, and job aids, anyone from a seasoned sales professional to a manager or parent can not only learn the power to influence behavior, but can implement these ideas as well. Put to good use by Toyota, Disney, NASA, Nortel, General Electric, a dozen universities, and more than fifty financial institutions, Customer Centered Selling provides a step-by-step, consultative process that inspires as it teaches."

 
Details
  • ISBN-13: 9781439144633
  • ISBN-10: 143914463X
  • Publisher: Free Press
  • Publish Date: September 2009
  • Page Count: 362


Related Categories

Books > Business & Economics > Sales & Selling - General
Books > Business & Economics > Consumer Behavior - General

 
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