TITLE

Tough Calls: Selling Strategies to Win Over Your Most Difficult Customers

AUTHOR(S)
Tapp, Shelley R.
PUB. DATE
January 2000
SOURCE
Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p63
SOURCE TYPE
Review
DOC. TYPE
Book Review
ABSTRACT
Josh Gordon is president of Josh Gordon & Associates, an independent agency selling magazine advertising space. In this volume, he has collected advice on selling to the difficult customer. He categorizes difficult customers into twenty types based on responses to a national survey of sales representatives. He then provides specific selling strategies, pitfalls to avoid, and strategies for closing each type of customer. Since his survey revealed that one in every six customers could be called difficult, any sales representative should welcome this compendium of advice.
ACCESSION #
2993932

 

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