Keys to value-added selling

Weber, Rick
March 2007
Trailer / Body Builders;Mar2007, Vol. 48 Issue 5, p76
Trade Publication
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.


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