Cover Image

Selling with integrity : reinventing sales through collaboration, respect, and serving /

Main Author: Morgen, Sharon Drew, 1946-
Format: Book
Language:English
Published: San Francisco : Berrett-Koehler Publishers, 1997.
Subjects:
Selling > Moral and ethical aspects.
Integrity.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Online Access:http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=41475
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040 |a N$T  |b eng  |e pn 
050 4 |a HF5438.25  |b .M665 1997eb 
100 1 |a Morgen, Sharon Drew,  |d 1946- 
245 1 0 |a Selling with integrity :  |b reinventing sales through collaboration, respect, and serving /  |c Sharon Drew Morgen. 
260 |a San Francisco :  |b Berrett-Koehler Publishers,  |c 1997. 
300 |a 1 online resource (xviii, 243 pages) :  |b illustrations 
504 |a Includes bibliographical references (pages 231-232) and index. 
505 0 |a I.A new relationship-based, solution-focused sales approach. The buyer taught me how to sell -- Bringing your values to work -- The principles of buying facilitation -- Comparing the past, present, and future of sales -- The seller as servant -- II. The components of buying facilitation. The factors in the buying decision process -- How people buy -- Creating a relationship of trust and collaboration -- Supporting the process of discovery -- Formulating the right questions -- Listening skills -- III. Being a buying facilitator. Using buying facilitation: putting the skills together -- Strengthening customer service through buying facilitation -- Case comparisons: buying facilitation, traditional sales, and consultative sales -- Managing salespeople in a buying facilitation environment -- Buying facilitation in action: on-the-phone, face-to-face, and across sales contexts -- Reinventing business by reinventing sales. 
650 0 |a Selling  |x Moral and ethical aspects. 
650 0 |a Integrity. 
650 7 |a BUSINESS & ECONOMICS  |x Marketing  |x General. 
650 7 |a BUSINESS & ECONOMICS  |x Distribution. 
650 7 |a Integrity. 
650 7 |a Selling  |x Moral and ethical aspects. 
856 4 0 |u http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=41475 
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