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Author Buzzotta, V. Ralph, 1931-

Title Dimensional selling / Victor R. Buzzotta and Robert E. Lefton.

Imprint New York ; London : McGraw-Hill, 2005.


Location Call No. OPAC Message Status
 Axe Books 24x7 Business E-Book  Electronic Book    ---  Available
Description 1 online resource (vi, 250 pages) : illustrations
text txt rdacontent
computer c rdamedia
online resource cr rdacarrier
Bibliography Includes bibliographical references (pages 238-242) and index.
Note Print version record.
Contents Terms of Use; Want to learn more?; Table of Contents; Acknowledgments; Chapter 1 Selling, People Skills, and You; People Skills; Are People Skills Enough?; What's in It for You?; How It Started; The Scientific Background; People Skills Can Be Learned; A Benchmark Profile; Profile: How I Sell; Summing It Up; What's Next?; Chapter 2 Four Patterns of Behavior; What a Model Does; The Basis for This Model; The Basic Dimensional Model; Combining the Dimensions; Applying the Dimensional Model to Customer Behavior; Applying the Dimensional Model to Sales Behavior.
Applying the Dimensional Model to Sales Management BehaviorVariations in Behavior; Some Distinctions; What's Next?; Chapter 3 What's the Difference?; Some Additional Evidence; Sales Management Results; Conclusions; What's Next?; Chapter 4 Why People Buy; Motivation and Q4 Behavior; Tangible Needs; Intangible Needs; The Pyramid of Needs; Why People Buy; Three Motivational Pathways; Uncovering Tangible Needs; Uncovering Intangible Needs; Two Cautions; The Mystery Guest; What's Next?; Chapter 5 Motivating Customers; The Motivation Process; Benefit Statements; Phrasing Benefit Statements.
Satisfying NeedsSolution-Based Selling; The Ultimate Net Gain; A Caution; Conclusion; What's Next?; Chapter 6 Timing the Presentation; The Receptivity Predicament; Receptivity and Agreement; Evaluating Receptivity; Raising Receptivity; Probing; What's Next?; Chapter 7 Probing; Probing and Its Functions; How Probing Increases Receptivity; Finding Out What's on the Customer's Mind; The Eight Probes Used in Q4 Interactions; Probing Styles; What's Next?; Chapter 8 Building Trust; Persuasion and Trust; Presentation Barriers; Q4 Relationship Selling Behavior and Guidelines; What's Next?
Chapter 9 Building Understanding and CommitmentFit Your Words to the Customer; Say What You Mean; Space Your Ideas; Be Alert to Differences in Interpretation; Use First-person Statements; Use Process Checks When Necessary; What's Next?; Chapter 10 Planning the Sale; The Sales Cycle; The Components of Structuring the Sale; Service After the Sale; Other Considerations; What's Next?; Chapter 11 The Q4 Strategies; What Is a Q4 Strategy?; The Road to Pathway 3; The Q4 Strategies: An Overview; A Reminder; What's Next?; Chapter 12 Four Ways of Managing Salespeople.
The Dimensional Model of Sales Management BehaviorA Look at the Real World; What's the Payoff?; A Caution; What's Next?; Chapter 13 Motivating Salespeople; What Is Motivation?; Two Kinds of Job Goals; Q4 Job Goals; The Motivation Process; An Important Parallel; Recognizing the Salesperson's Needs; Two Cautions; A Managerial Predicament; A Caution; Which Benefits Motivate?; What's Next?; Chapter 14 Q4 Coaching for Success; Methods of Development; Coaching: What It Is; Coaching and Performance Appraisal; Coaching: The Foundation; A Structured Coaching Process; The Interactional Dilemma.
Subject Selling -- Psychological aspects.
Customer services -- Psychological aspects.
Customer relations -- Psychological aspects.
BUSINESS & ECONOMICS -- Marketing -- General.
BUSINESS & ECONOMICS -- Distribution.
Customer services -- Psychological aspects. (OCoLC)fst00885557
Selling -- Psychological aspects. (OCoLC)fst01112040
Genre/Form Electronic books.
Added Author Lefton, Robert Eugene, 1931-
Other Form: Print version: Buzzotta, V. Ralph, 1931- Dimensional selling. New York ; London : McGraw-Hill, 2005 0071447334 (OCoLC)57168028
ISBN 0071465154 (electronic bk.)
9780071465151 (electronic bk.)
Standard No. 9780071447331
AU@ 000053219437

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