TITLE

The Collaborative Sale

AUTHOR(S)
Eades, Keith M.; Sullivan, Timothy T.
PUB. DATE
August 2014
SOURCE
Collaborative Sale;8/14/2014, p1
SOURCE TYPE
Book Summary
DOC. TYPE
Book Summary
ABSTRACT
In The Collaborative Sale, Keith M. Eades and Timothy T. Sullivan provide a wake-up call to sellers of all types. Gone are the days when a clever sales pitch or double-talk results in sales success. With a more savvy and educated consumer base, sellers must involve the new buyer, termed Buyer 2.0 by the authors, in the sales process. To survive in a world of global economic uncertainties, sellers must, more than ever, engage and incorporate the customer into the sales process. High-pressure sales must be replaced by high-level knowledge and a positive attitude. Buyers must be seen as equal peers, not as lesser beings that can be cajoled or persuaded.
ACCESSION #
97459466

 

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