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作者 Reilly, Thomas P
書名 Crush price objections : sales tactics for holding your ground and protecting your profit [electronic resource] / by Tom Reilly
出版項 New York : McGraw-Hill, c2010
國際標準書號 9780071664660
book jacket
說明 x, 182 p
附註 Facing reality -- Factors that affect price sensitivity -- Price shoppers -- Buyers want more than a cheap price -- Competing on price -- Price and value -- Preparing to sell in a price-sensitive market -- Preemptive probing -- Presenting your solution -- Handling objections -- Price precepts -- Four-step price objections response model -- Responding to price-based money objections -- Responding to cost-based money objections -- Responding to value-based money objections -- Responding to game-based money objections -- Responding to procedural-based money objections -- Developing a discount discipline -- Raising prices -- Competitive bidding -- Final thoughts
主題 Selling
Sales management
Electronic books. local
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