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THE RELATIONSHIP ADVANTAGE: BECOME A TRUSTED ADVISOR AND By Tom Stevenson & Sam
US $12.97
ApproximatelyPHP 722.95
Condition:
Like New
A book in excellent condition. Cover is shiny and undamaged, and the dust jacket is included for hard covers. No missing or damaged pages, no creases or tears, and no underlining/highlighting of text or writing in the margins. May be very minimal identifying marks on the inside cover. Very minimal wear and tear.
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Free USPS Media MailTM.
Located in: Rye Beach, New Hampshire, United States
Delivery:
Estimated between Thu, 12 Jun and Tue, 17 Jun to 94104
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30 days return. Buyer pays for return shipping. If you use an eBay shipping label, it will be deducted from your refund amount.
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eBay item number:204440929472
Item specifics
- Condition
- ISBN-10
- 0793170265
- Publication Name
- Kaplan Business
- Type
- Hardcover
- ISBN
- 9780793170265
About this product
Product Identifiers
Publisher
Kaplan Publishing
ISBN-10
0793170265
ISBN-13
9780793170265
eBay Product ID (ePID)
4671063
Product Key Features
Book Title
Relationship Advantage : Become a Trusted Advisor and Create Clients for Life
Number of Pages
260 Pages
Language
English
Publication Year
2003
Topic
Customer Relations, General, Sales & Selling / General
Illustrator
Yes
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
0.8 in
Item Weight
0 Oz
Item Length
9 in
Item Width
6.3 in
Additional Product Features
Intended Audience
Trade
LCCN
2003-009490
Dewey Edition
21
TitleLeading
The
Dewey Decimal
658.8/12
Synopsis
Corporations, it seems, are always seeking the ""silver bullet"" that will create intimacy with customers. But most efforts fail from the moment they begin, say respected consultants, Tom Stevenson and Sam Barcus. The reason? Accountability for program leadership is placed on the sales force rather than on the executives and senior managers who have a more seasoned business perspective.For the first time ever, Stevenson and Barcus outline the relationship-building processes used successfully by professional consulting firms. Sales professionals in other industries will learn never-before-published explanations and documentation regarding consulting firm approaches and techniques, including:* Why top managers must lead the care and feeding of key relationships.* An inside view of how consultants build long-term, trusted advisor relationships.* The difference between creating demand and responding to bids-an important difference that sparks enduring relationships.* Problem-solving techniques that can lead to deeper customer alliances.* Why it's more important for a salesperson to be interested rather than interesting.* A diagnostic process to prepare for and execute customer meetings that create value at every touch point.* Tools and techniques to develop business acumen that provides insight into customer issues and initiatives.With many practical examples, anecdotes, and coaching tips,The Relationship Advantageis required reading for executives or managers who know they should be driving key relationships but don't know how to do it., Outlining the relationship-building processes used successfully by professional consulting firms, this book allows sales professionals in other industries to learn explanations and documentation reagrding consulting firm approaches and techniques. relationships; an inside view of how consultants build long-term, trusted advisor relationships; the difference between creating demand and responding to bids - an important difference that sparks enduring relationships; problem-solving techniques that can lead to deeper customer alliances; why it's more important for a salesperson to be interested rather than interesting; a diagnostic process to prepare for and execute customer meetings that create value at every touch point; and tools and techniques to develop business acumen that provides insight into customer issues and initiatives.
LC Classification Number
HF5415.5.S738 2003
Item description from the seller
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Seller feedback (12,483)
- j***m (963)- Feedback left by buyer.Past monthVerified purchaseWonderful transaction!
- l***n (1276)- Feedback left by buyer.Past monthVerified purchaseWonderful transaction!
- o***n (150)- Feedback left by buyer.Past monthVerified purchaseHappy with the item that I purchased. It works as it should.