出版社:AMACOM
出版日期:2003-11
ISBN:9780814471920
作者:Josh Costell
页数:256页
内容概要
JOSH (OSTELL founded Applying Knowledge Systems, a consulting and training firm for sales professionals, in 1998, after twenty years of successfully applying his "selling is a science" system. Starting out as a rookie salesperson at MCC Powers (now Si
书籍目录
ForewordAcknowledgmentsIntroductionCHAPTER 1 Measurability MattersCHAPTER 2 Defining ValueCHAPTER 3 Receiving ValueCHAPTER 4 Tests of ReasonablenessCHAPTER 5 Every Question CountsCHAPTER 6 Leave the Brochures BehindCHAPTER 7 Every Reason to Say YesCHAPTER 8 When the World Isn't PerfectCHAPTER 9 Using MeasureMax Your WayGlossaryBibliographyIndexAbout the Author
作者简介
""The Science of Sales Success" shows readers how to achieve the perfect win-win sales situation. Providing a system for giving customers more measurable benefits than competitors, Josh Costell shows how sales professionals can make fewer calls to win higher-profit orders. Costell used his ""selling is a science"" theory to propel him from rookie status to national sales manager of a Fortune 500 company just three years out of college. Now he reveals how to: * Apply a quantifiable approach to selling in order to duplicate success * Speed up ""advance or abandon"" decisions to make productivity explode * Create bonds and motivate customers to share decision-making information Filled with examples and case studies, the book shows how to build value-driven solutions from the perspective of customers' goals rather than the products and services being offered. Featuring templates and a unique sales milestone map, "The Science of Sales Success" is every sales professional's key to faster sales growth."
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