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
Outline the benefits of the consultative sales process
Salespeople use the consultative sales presentation because this customer-focused selling model results in increased customer satisfaction, more closed sales, and more repeat and referred business. Research indicates high-performance salespeople have learned how to skillfully use the consultative model to diagnose and solve their customers’ buying problems better than their competitors.
Describe the four parts of the need-satisfaction model
A well-planned and well-executed consultative sales process is an important key to success in personal selling. To be most effective, the presentation should be viewed as a four-part process: need discovery; selection of the solution; ...
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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.