January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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Become a Company Expert
6.3 Describe the importance of becoming an expert regarding company knowledge
We should never underestimate information about the company itself as a strong appeal that can be used during the sales presentation. This is especially true when the customer is considering a strategic alliance. Before teaming up with another company, the strategic alliance buyer will want to learn a great deal about the firm the salesperson represents. In many cases, you are selling your company as much or more as you are selling a product.28
Some companies such as Google, Bass Pro Shops, Apple, Four Seasons Hotels, and Ferrari have what might be called “brand power.” These companies, and the products offered to consumers, are quite well ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.