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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Review Questions
11-1 List and describe the four parts of the Consultative Sales Process Guide.
11-2 Describe the findings of the two major research projects on the strategic use of questions in selling.
11-3 List and describe the four types of questions commonly used in the selling field.
11-4 Define the term “buying conditions.” What are some common buying conditions?
11-5 Discuss the three dimensions of need discovery.11-6 Describe the three dimensions of selecting a product solution.
11-7 Describe the ideal time allocation for each part of the consultative sales presentation between the salesperson and the prospect.
11-8 Describe the ...
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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.