基本信息出版社：McGraw-Hill Education
页码：320 页
出版日期：2004年01月
ISBN：0814471927
条形码：9780814471920
版本：2004-01-01
装帧：精装
开本：20开 Pages Per Sheet
外文书名：成功销售秘诀
内容简介 Book Description
The Science of Sales Success shows readers how to achieve the perfect win-win sales situation. Providing a system for giving customers more measurable benefits than competitors, Josh Costell shows how sales professionals can make fewer calls to win higher-profit orders. Costell used his "selling is a science" theory to propel him from rookie status to national sales manager of a Fortune 500 company just three years out of college. Now he reveals how to:
* Apply a quantifiable approach to selling in order to duplicate success
* Speed up "advance or abandon" decisions to make productivity explode
* Create bonds and motivate customers to share decision-making information
Filled with examples and case studies, the book shows how to build value-driven solutions from the perspective of customers' goals rather than the products and services being offered. Featuring templates and a unique sales milestone map, The Science of Sales Success is every sales professional's key to faster sales growth.
Book Dimension
length: (cm)23.7 width:(cm)16.1
作者简介 Josh Costell (Monmouth Beach, NJ) founded Applying Knowledge Systems, a sales consulting firm, after growing Mechanical Ingenuity Corporation from a start-up into a multi-million-dollar global venture. He has been a sales executive at MCC Powers and national sales manager at York International, winning every top sales and profitability award given.
媒体推荐 书评
Bart Weitz, former chair of the American Marketing Association;Executive Director, Miller Center for Retailing; JC Penney Professor of Marketing, Warrington College of Business, University of Florida
"A must-read for salespeople wanting to make the leap from good to great sales results."
Bill Clement, Director, Enterprise Process Development, Siemens Building Technologies, Inc.
"The repeatable,adaptable processes cited here are stimulating for management and sales professionals alike. Both you and the Customer win here!
Barry Farber, entrepreneur and author of
"An encyclopedia of information that provides commonsense principles for achieving sales success. Read this one before your competition does."
Jack Covert, syndicated columnist
"Not since the periodic table in high school chemistry, have I encountered a scientific tool so useful."
Paul Tulenko, syndicated columnist
"a very well structured book with a ton of information that could be used by anyone who is in business..."
FtWorth TX, Morning Star Telegram March 2004
"Consultant Josh Costell offers a uniquely quantifiable and refreshing sensible method for achieving the perfect win-win sales pitch."