書名: Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales
作者: Victor Buzzotta
ISBN: 9780071447331
出版社: McGraw-Hill
出版日期: 2005/01
書籍開數、尺寸: 3.2x15.9x23.5
頁數: 250
#商業與管理
#行銷
定價: 620
售價: 443
庫存: 已售完
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A powerful, behavioral-based approach to closing sales Called dimensional selling, the Q4 model evaluates customers' specific behavioral patterns. It enables sales professionals to tailor presentations to personality traits, thereby forging strong bonds of trust and enduring relationships with customers. Psychologists Victor Buzzotta and Robert Lefton present this proven sales approach based on behavioral science that is guaranteed to give sales professionals an unbeatable competitive edge. Drawing upon their work with Citicorp, Hyatt Corp., Merrill Lynch, Warner Bros., and other top companies, the authors show readers how to: Pinpoint what motivates individual buyers Work more effectively with customers by understanding their basic behavior patterns Adapt selling strategies on the fly Manage problem customers--regardless of their issues Plan sales calls that optimize the chances of success

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