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Selling to the Top: David Peoples' Executive Selling Skills
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Bibliographic Detail
Publisher John Wiley & Sons Inc
Publication date June 16, 1993
Pages 233
Binding Hardcover
Book category Adult Non-Fiction
ISBN-13 9780471581048
ISBN-10 0471581046
Dimensions 1 by 6.50 by 9.50 in.
Weight 1.15 lbs.
Original list price $157.95
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Summaries and Reviews
Summary
Recommends that salespeople target the key decision-makers in a company, and provides advice on identifying, approaching, and appealing successfully to such individuals (view table of contents)
Amazon.com description: Product Description: David Peoples reveals how you can reach the decision makers at the top and clinch the sale. It's tougher than ever to win over today's customers, but it helps to have David Peoples on your side. This internationally known author, speaker, and sales trainer has already trained over 8,000 IBM salespeople in his highly successful sales program. He gives you proven strategies for getting your foot in the top executive's door, building a relationship, and making the sale. In Selling to the Top, he tells you:
* How to quickly identify the decision makers
* How to figure out who is the Dominant Influencer (DI)
* How to meet Mr./Ms. Big (it's much easier than you think)
* How to size up Mr./Ms. Big before you've met
* How to develop a detailed plan for calling on executives and how to talk their language by knowing their goals
* Everything you'll need to know about the art of persuasion, including how to win, three things that are necessary to persuade another person, how to build trust, and the five most powerful buying motives
* How to differentiate yourself from your competitor

Editions
Hardcover
Book cover for 9780471581048
 
The price comparison is for this edition
from John Wiley & Sons Inc (June 16, 1993)
9780471581048 | details & prices | 233 pages | 6.50 × 9.50 × 1.00 in. | 1.15 lbs | List price $157.95
About: Recommends that salespeople target the key decision-makers in a company, and provides advice on identifying, approaching, and appealing successfully to such individuals
Paperback
Book cover for 9780471581055
 
from John Wiley & Sons Inc (June 1, 1993)
9780471581055 | details & prices | 233 pages | 6.25 × 9.25 × 0.75 in. | 0.75 lbs | List price $50.00
About: Recommends that salespeople target the key decision-makers in a company, and provides advice on identifying, approaching, and appealing successfully to such individuals

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