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Selling with integrity : reinventing sales through collaboration, respect, and serving / Sharon Drew Morgen.

By: Material type: TextTextPublication details: San Francisco : Berrett-Koehler Publishers, 1997.Description: 1 online resource (xviii, 243 pages) : illustrationsContent type:
  • text
Media type:
  • computer
Carrier type:
  • online resource
ISBN:
  • 0585267871
  • 9780585267876
  • 1583764496
  • 9781583764497
Subject(s): Genre/Form: Additional physical formats: Print version:: Selling with integrity.DDC classification:
  • 658.85 21
LOC classification:
  • HF5438.25 .M665 1997eb
Online resources:
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.
Summary: Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments.
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Includes bibliographical references (pages 231-232) and index.

Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments.

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.

Print version record.

English.

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