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

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ISBN-10: 0071408819

ISBN-13: 9780071408813

Edition: 2nd 2003 (Revised)

Authors: Tom Reilly

List price: $26.95
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Based upon the author's effective and proven seminar training/consulting model, this book offers a step-by-step strategy that shows sales professionals how to focus on value instead of price and make selling a product or service easier and more profitable.
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Book details

List price: $26.95
Edition: 2nd
Copyright year: 2003
Publisher: McGraw-Hill Companies, The
Publication date: 11/25/2002
Binding: Hardcover
Pages: 288
Size: 6.25" wide x 9.25" long x 1.00" tall
Weight: 1.364
Language: English

Acknowledgmentsp. vii
Introductionp. ix
Value-Added Selling Philosophyp. 1
The Value-Added Organizationp. 3
Value-Added Sellingp. 13
The Value-Added Selling Processp. 35
Identify Your Value Addedp. 41
Value-Added Selling Strategiesp. 49
Value-Added Target Account Selectionp. 51
Target Penetrationp. 59
Customer-izingp. 67
Positioningp. 75
Differentiatingp. 81
Presentingp. 91
Servingp. 101
Relationship Buildingp. 105
Tinkeringp. 111
Value Reinforcementp. 117
Leveragingp. 123
Value-Added Selling Tacticsp. 129
Precall Planningp. 131
Opening the Sales Callp. 137
The Needs Analysis Stagep. 143
The Presentation Stagep. 165
The Commitment Stage (AKA Closing)p. 175
Handling Objectionsp. 185
Postcall Activitiesp. 197
Value-Added Selling--Special Topicsp. 203
Hi-Level Value-Added Sellingp. 205
Technology: Friend or Foe?p. 211
Sales Lettersp. 217
Value-Added Time Managementp. 241
Final Thoughtsp. 261
Indexp. 269
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