Ditemukan 1 dokumen yang sesuai dengan query
Bennett, Greg
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Traditionally strategies for closing sales have involved pressuring customers, countering their stalling tactics, and overcoming their objections -- behaviors that run in direct opposition to the philosophy of the consultative salesperson. On the other hand, consultative salespeople, afraid of damaging the relationship they’ve nurtured by appearing too aggressive, hope the deal will close itself -- something which rarely, if ever, happens ...
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New York: American Management Association;;, 2007
e20441448
eBooks Universitas Indonesia Library
