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The Sales Advantage: How to Get It, Keep It, and Sell More Than Ever
By Dale Carnegie (corporate author), J. Oliver Crom (editor) and Michael Crom (editor)
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Bibliographic Detail
Publisher Simon & Schuster
Publication date January 1, 2003
Pages 283
Binding Paperback
Book category Adult Non-Fiction
ISBN-13 9780743244329
ISBN-10 074324432X
Availability§ Apply Direct
Original list price $15.00
§As reported by publisher
Summaries and Reviews
Amazon.com description: Product Description: The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.
Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as:
  • How to find prospects from both existing and new accounts
  • How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)
  • How to sell beyong questions of price
The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

Editions
Paperback
Book cover for 9780743244329 Book cover for 9780743244688
 
from Free Pr (March 16, 2013)
9780743244688 | details & prices | 283 pages | 6.00 × 9.00 × 1.00 in. | 0.92 lbs | List price $19.99
About: Now, for the first time ever, the time-tested, proven techniques perfected by the world-famous Dale Carnegie® sales training program are available in book form.
The price comparison is for this edition
from Simon & Schuster (January 1, 2003)
9780743244329 | details & prices | 283 pages | List price $15.00
About: The two crucial questions most often asked by salespeople are: "How can I close more sales?

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