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
Describe the proper attitude to display toward closing the sale
Some of the early closing methods encouraged manipulation of the customer. Use of any closing method that is perceived by the customer as pushy or manipulative will damage your chances of building a long-term partnership. Closing should not be viewed as a strategy to win at the expense of the customer. Once the customer’s need has been confirmed, salespeople should determine the most ethical and effective method to move the buyer from indecision to commitment.
List and discuss selected guidelines for closing the sale
Long sales cycles require multiple commitments. These commitments need to be obtained from the prospect throughout a multi-call sales presentation. ...
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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.