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02093nam a2200277 a 4500 |
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1887026 |
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20171111234713.0 |
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001009s1997 caua ob 001 0 eng d |
020 |
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|a 0585267871
|q (electronic bk.)
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020 |
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|a 9780585267876
|q (electronic bk.)
|z 1576750175
|q (alk. paper)
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040 |
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|a N$T
|b eng
|e pn
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050 |
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4 |
|a HF5438.25
|b .M665 1997eb
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100 |
1 |
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|a Morgen, Sharon Drew,
|d 1946-
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245 |
1 |
0 |
|a Selling with integrity :
|b reinventing sales through collaboration, respect, and serving /
|c Sharon Drew Morgen.
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260 |
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|a San Francisco :
|b Berrett-Koehler Publishers,
|c 1997.
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300 |
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|a 1 online resource (xviii, 243 pages) :
|b illustrations
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504 |
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|a Includes bibliographical references (pages 231-232) and index.
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505 |
0 |
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|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 |
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0 |
|a Selling
|x Moral and ethical aspects.
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650 |
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0 |
|a Integrity.
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650 |
|
7 |
|a BUSINESS & ECONOMICS
|x Marketing
|x General.
|
650 |
|
7 |
|a BUSINESS & ECONOMICS
|x Distribution.
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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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952 |
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|a CY-NiOUC
|b 5a0463846c5ad14ac1ee9896
|c 998a
|d 945l
|e -
|t 1
|x m
|z Books
|