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Buying styles : simple lessons for selling the way your customer buys / Michael Wilkinson ; with Richard Smith, Tierah Chorba, and Lynn Sokler.
- Format:
- Book
- Author/Creator:
- Wilkinson, Michael, 1957-
- Language:
- English
- Subjects (All):
- Selling.
- Consumers' preferences.
- Consumer satisfaction.
- Physical Description:
- 1 online resource (159 p.)
- Edition:
- 1st ed.
- Place of Publication:
- New York : American Management Association, 2009.
- Language Note:
- English
- Summary:
- If every customer has a different way of buying, why do so many salespeople approach them all the same way?
- Contents:
- Looking for solutions
- Identifying the behaviors we hate from customers
- Recognizing the four basic buying styles
- Selling to your boss
- Identifying the buying styles of others
- Comparing selling styles and buying styles
- Tailoring your sales approach to your customer's buying style
- Recognizing style clashes
- Planning your next steps
- One year later.
- Notes:
- Description based upon print version of record.
- Includes bibliographical references and index.
- ISBN:
- 9786612189296
- 9781282189294
- 1282189298
- 9780814415283
- 0814415288
- OCLC:
- 436084595
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