In PROSPECT CENTRED SELLING Ken Groves demonstrates why the simplest approach to selling is the most successful. By refuting dogma and self-serving processes he concentrates on ways to develop the essential skills for everyone who sells, with the ...
aim of ensuring that skills are continuously self-assessed and developed. PROSPECT CENTRED SELLING illustrates why the overhead with so many processed based approaches to selling is self defeating, why there is no such idea as "the competition" and shows that concentrating on Prospects to the exclusion of all else is the way to successfully sell.
Number of pages: 200
Date of publication: 18/07/2006
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