Book description
Table of contents
- Cover
- Title Page
- Copyright Page
- Dedication
- Contents
- Acknowledgments
- Introduction
- Part I | The Value-Added Selling Philosophy
-
Part II | Value-Added Selling Strategies
- Chapter 8 High-Value Target Account Selection
- Chapter 9 Target Account Penetration
- Chapter 10 Customer-izing
- Chapter 11 Positioning
- Chapter 12 Differentiating
- Chapter 13 Presenting
- Chapter 14 Supporting
- Chapter 15 Relationship Building
- Chapter 16 Tinkering
- Chapter 17 Value Reinforcement
- Chapter 18 Leveraging
- Part III | Value-Added Selling Tactics
- Part IV | Special Topics
- Notes
- Index
Product information
- Title: Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition
- Author(s):
- Release date: July 2018
- Publisher(s): McGraw-Hill
- ISBN: 9781260134742
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