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:
Online Access:http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=41475
Table of Contents:
  • 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.