The Relationship Advantage
Format: Hardcover
ISBN13: 9780793170265
Hardcover|9780793170265
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Overview
Outlining the relationship-building processes used successfully by professional consulting firms, this book allows sales professionals in other industries to learn explanations and documentation reagrding consulting firm approaches and techniques. relationships; an inside view of how consultants build long-term, trusted advisor relationships; the difference between creating demand and responding to bids - an important difference that sparks enduring relationships; problem-solving techniques that can lead to deeper customer alliances; why it's more important for a salesperson to be interested rather than interesting; a diagnostic process to prepare for and execute customer meetings that create value at every touch point; and tools and techniques to develop business acumen that provides insight into customer issues and initiatives.
| ISBN-13 | 9780793170265 |
|---|---|
| ISBN-10 | 0793170265 |
| Weight | 1.13 Pounds |
| Dimensions | 6.25 x 1.00 x 9.00 In |
| List Price | $25.00 |
| Format | Hardcover |
|---|---|
| Pages | 260 pages |
| Publisher | Kaplan Publishing |
| Published On | 2003-10-01 |
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