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Customer Centered Selling: Eight Steps to Success from the Worlds Best Sales Force Hardcover - 1998
by Robert L. Jolles
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- Title Customer Centered Selling: Eight Steps to Success from the Worlds Best Sales Force
- Author Robert L. Jolles
- Binding Hardcover
- Edition First Printing
- Pages 364
- Volumes 1
- Language ENG
- Publisher Simon & Schuster, New York, New York, U.S.A.
- Date 1998-04
- ISBN 9780684843902 / 0684843900
- Weight 1.38 lbs (0.63 kg)
- Dimensions 9.59 x 6.43 x 1.13 in (24.36 x 16.33 x 2.87 cm)
- Library of Congress Catalog Number 97-51724
- Dewey Decimal Code 658.81
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Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force
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Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force
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Customer Centered Selling: Eight Steps to Success from the World's Best Sales Force
by Jolles, Robert L.
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New York: The Free Press, 1998. Reprint. Second printing. Hardcover. Very good in very good dust jacket. Signed by author. DJ has slight wear and soiling.. xiii, [1], 364 p. Illustrations. Index. The author was a senior sales training consultant for Xerox Corporation. This guide teaches the reader an eight-stage sales process to anticipate and manipulate customer behaviour at each phase of the selling cycle. The eight stages are: research, analysis, confirmation, requirement, specification, solution, close and maintenance. CUSTOMER CENTERED SELLING teaches you the secret of the world-famous Xerox sales training program. For almost two decades, tens of thousands of salespeople have learned the lessons presented here by Robert L. Jolles, the Sales Trainer with the longest tenure working at Xerox Corporation today. The secret, Jolle reveals, is reversing the conventional selling practice.
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