レコード種別: |
コンピュータ・メディア
: 単行資料
|
[NT 15000414] null: |
658.85 |
タイトル / 著者: |
Crush price objections : sales tactics for holding your ground and protecting your profit // by Tom Reilly. |
著者: |
Reilly, Thomas P. |
出版された: |
New York : : McGraw-Hill,, c2010. |
記述: |
x, 182 p. |
主題: |
Selling. |
主題: |
Sales management. |
国際標準図書番号 (ISBN) : |
9780071664660 |
国際標準図書番号 (ISBN) : |
0071664661 |
国際標準図書番号 (ISBN) : |
9780071702676 |
[NT 15000228] null: |
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. |
電子資源: |
Click for full text (McGrawHill) |