TITLE

Keys to value-added selling

AUTHOR(S)
Weber, Rick
PUB. DATE
March 2007
SOURCE
Trailer / Body Builders;Mar2007, Vol. 48 Issue 5, p76
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
The article presents the views of Tom Easton, a former member of the board of trustees for the Automotive Service Association Management Institute, on the application of value-added selling solutions to the truck equipment industry. According to Easton, experienced heavy-duty aftermarket sales people can master selling skills and successfully create value where the competition fails. Easton said that a successful strategy requires preparation, execution and a post-call review.
ACCESSION #
24768901

 

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