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用开放式问题营销：掌握客户需求，懂得该问什么以及如何去问OPEN-QUESTION SELLING: UNLOCK YOUR CUSTO

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最低价：￥115.20

定价：￥144.00

作者：Jeff Gee， Val Gee　著著

出版社：Oversea Publishing House

出版时间：2007-5-1

I S B N：9780071484725

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用开放式问题营销：掌握客户需求，懂得该问什么以及如何去问OPEN-QUESTION SELLING: UNLOCK YOUR CUSTO

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内容简介

By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales.
　　This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships.

作者简介

PART Cultivating the Right Attitude for Sales
CHAPTER 1 NO Thing to Be Everything
CHAPTER 2 Waking Up to Your Power
CHAPTER 3 The power of Your Sales Brain
CHAPTER 4 Communicating for Commitment
CHAPTER 5 Owning the Sale
PART The OPEN Question Selling Technique
CHAPTER 6 OPEN Question Selling Technique-Operational Questions
CHAPTER 7 OPEN Question Selling Technique-Probing Questions
CHAPTER 8 OPEN Question Selling Technique-Effect Questions
CHAPTER 9 OPEN Question Selling Technique-Nail-Down Questions