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Title The sales advantage : how to get it, keep it, and sell more than ever / Dale Carnegie & Associates, Inc., J. Oliver Crom, Michael Crom.

Publication Info. New York : Free Press, [2003]
©2003
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Connect to http://www.loc.gov/catdir/description/simon031/2002075237.html

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Location Call No. Status
 Newington, Lucy Robbins Welles Library - Adult Department  658.85 SALES    Check Shelf
Description xi, 283 pages : illustrations ; 24 cm
Note Includes index.
Contents Introduction -- New opportunities: finding prospects -- Pre-approach: doing our homework -- Initial communication: gaining the prospect's attention -- The interview: building trust -- Opportunity analysis: determining prospect potential -- Solution development: giving customers what they want -- Solution presentation: sharing our recommendation -- Customer evaluation: moving toward commitment -- Negotiation: finding common ground -- Commitment: moving from prospect to customer -- Follow-up: keeping our commitments -- Objections: opportunities to communicate -- The biggest sales advantage: our attitude.
Subject Selling.
Sales management.
Sales personnel -- Training of.
Added Author Crom, J. Oliver.
Crom, Michael A.
Dale Carnegie & Associates.
ISBN 0743215915
074324432X paperback
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