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Value-Added Selling How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price

ISBN-10: 0071664874
ISBN-13: 9780071664875
Edition: 3rd 2010
Authors: Tom Reilly
List price: $32.00
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Book details

List price: $32.00
Edition: 3rd
Copyright year: 2010
Publisher: McGraw-Hill Education
Publication date: 4/12/2010
Binding: Hardcover
Pages: 288
Size: 6.00" wide x 9.25" long x 1.00" tall
Weight: 1.430
Language: English

Preface
The Value-Added Selling Philosophy
The Value-Added Organization
Value-Added Selling Philosophy
The Critical Buying Path
The Value-Added Sales Process
Customer Messaging
Value-Added Selling Strategies
High-Value Target Account Selection
Target Penetration
Customer-izing
Positioning
Differentiating
Presenting
Supporting
Relationship Building
Tinkering
Value Reinforcement
Leveraging
Value-Added Selling Tactics
Canvassing
Getting Appointments
Pre-Call Planning
The Opening Stage
The Needs-Analysis Stage
The Presentation Stage
The Commitment Stage (Closing)
Handling Objections
Post-Call Activities
Value-Added Selling-Special Topics
High-Level Value-Added Selling
Selling Value in Tough Times and Tough Markets
Red Zone/Green Zone
Final Thoughts
Index

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