Non-manipulative selling / Tony Alessandra, Phil Wexler, and Rick Barrera.
Publication details: New York : Prentice Hall Press, c1987.Edition: 2nd editionDescription: x, 262 p. : ill. ; 22 cmISBN:- 0136233074 (pbk.) :
- 658.85 23 ALE
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
Book Open Access
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Engineering Library | 658.85 ALE 1 (Browse shelf(Opens below)) | 1 | Available | BUML24010536 |
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| 658.8342 WEL 1 Consumer behavior / | 658.84 GRO The direct marketer's idea book / | 658.84 TUR 1 Electronic Commerce 2002 / | 658.85 ALE 1 Non-manipulative selling / | 658.85 CLA 1 Professional selling : a relationship approach / | 658.85 DAV 1 Getting into your customer's head : 8 secret roles of selling your competitors don't know / | 658.85 FUT 1 ABC's of relationship selling / |
Content
1. The Philosophy of Non-Manipulative Selling
2. Relationship Strategies
3. Tension Management
4. The Fine Art of Questioning
5. The Power of Listening, Observing and Feedback
6. Planning
7. Meeting the Prospect
8.Studying
9. Proposing
10. Confirming
11. Assuring Customer Satisfaction : The Follow-Through Process
12. Selling by Style
13. The Image of Excellence
14. Developing Self-Management
15. Three Keys to Success
Includes index : p. 258 - 262
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