Trust-based selling : using customer focus and collaboration to build long-term relationships
著者
書誌事項
Trust-based selling : using customer focus and collaboration to build long-term relationships
McGraw-Hill, c2006
大学図書館所蔵 件 / 全3件
-
該当する所蔵館はありません
- すべての絞り込み条件を解除する
収録内容
- Understanding buying and selling
- How buyers buy
- Trust-based selling
- The business case for trust
- A primer on trust
- How its done: trust-based selling in action
- Trust is not a business process
- Live the right values
- Sell by doing, not by telling
- Follow the trust creation process
- Check your ego at the door
- The relationship is not the sum of the transactions
- The new ABCs: dont always be closing
- Build trust into your negotiations
- Be a radical truth-teller
- Make listening a gift, not a skill
- Work the same side of the table
- Pick the right customers
- Answering the six toughest sales questions
- Walking the walk-small things add up
- Barriers and challenges
- The high cost of winning
- Attitude and other obstacles to trust in selling
- Teach product people sales, or sales people product?
- Differentiation by selling, not branding
- Talking straight about price
- Dealing with rfps and purchasing agents
- Killing trust with measurements and rewards
