Exceptional Selling: How the Best Connect and Win in Hi - eBay (item 280413419264 end time Nov-20-09 22:53:58 PST)


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Item specifics - Textbooks, Education

Author:	Jeff Thull	Format:	Hardcover
Publisher:	John Wiley & Sons Inc	ISBN-10:	0470037288
ISBN-13:	9780470037287	Educational Level:	--
Product Type:	--	Publication Year:	2006
Subject:	Business & Economics	Language:	English
Condition:	Brand New

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Detailed item info

Size
Length:	238 pages
Height:	9.3 in.
Width:	6.3 in.
Thickness:	1.0 in.
Weight:	16.0 oz.

Publisher's Note
The business-to business, complex sales arena is the most challenging and rewarding environment in the sales world and the 6,000,000 salespeople working within it strive to attain the highest level of their profession. These sales professionals are constantly in search of the edge that will enable them to win in business--ways to stand apart from the competition, to communicate the complex value they offer, and connecting one-on-one with the customer. This is essential to complex sales success and is where virtually every sale is won or lost. Exceptional Selling is a tactical-level guide that shows salespeople how to get beyond the presentation of a value proposition (an intangible that no business-to-business customer ever buys) and engage with the customer in a way in which the absence and sources of value are objectively evaluated and the common barriers to sales success – limited access, ambiguous words, objections, and cutthroat negotiations – melt away.






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Exceptional Selling: How the Best Connect and Win in High Stakes Sales
0470037288 New Jeff Thull Wiley 0000-00-00 18.71

http://densmore.neoverve.com/D2BuyImages1/9780470037287.JPG

Praise for Exceptional Selling ""Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace."" --Guenter Lauber, Vice President, Siemens Energy & Automation, Inc., EA Systems ""Exceptional Selling may be one of the most important books written on sales and marketing communications for high stakes sales. It shows


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