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
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Reviewing Key Concepts
Discuss the meaning of a customer strategy
The importance of developing a customer strategy was introduced in this chapter. This type of planning is necessary to ensure maximum customer responsiveness. Buying procedures and policies can vary greatly from one buyer to another. If a salesperson does not learn how the buyer plans to make the purchase, then there is the strong possibility that the selling process will be out of alignment with the customer’s buying process.
Explain the difference between consumer and business buyers
Business buyer behavior was compared to consumer buyer behavior. Three types of business buying situations were described: straight rebuy, new-task buy, and the modified rebuy. Systems selling, ...
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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.