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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Questions
Throughout this chapter, we have described several situations where probing or confirmation questions can enhance the negotiation process. We must also keep in mind the important role of need-satisfaction questions. In Chapter 11, we noted that need-satisfaction questions are designed to move the sales process forward toward commitment and action. These questions focus on the solution.37 Consider the following exchange that involves a price concern:
Buyer: It would be difficult for our Human Resources Department to absorb the cost of your psychological tests.
Seller: What would a 10 percent reduction in employee turnover save your company? (Need-Satisfaction Question)
In these examples, the questions are designed to get the customer’s ...
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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.