| Record ID | ia:trustbasedsellin00gree_0 |
| Source | Internet Archive |
| Download MARC XML | https://archive.org/download/trustbasedsellin00gree_0/trustbasedsellin00gree_0_marc.xml |
| Download MARC binary | https://www.archive.org/download/trustbasedsellin00gree_0/trustbasedsellin00gree_0_meta.mrc |
LEADER: 01678cam 22002418a 4500
001 2005031036
003 DLC
005 20051114104049.0
008 051102s2005 nyu 000 0 eng
010 $a 2005031036
020 $a0071461949 (alk. paper)
040 $aDLC$cDLC
042 $apcc
050 00 $aHF5438.25$b.G732 2005
082 00 $a658.85$222
100 1 $aGreen, Charles H.
245 10 $aTrust-based selling :$busing customer focus and collaboration to build long-term relationships /$cby Charles H. Green.
260 $aNew York :$bMcGraw-Hill,$c2005.
263 $a0511
300 $ap. cm.
505 0 $aUnderstanding buying and selling -- How buyers buy -- Trust-based selling -- The business case for trust -- A primer on trust -- How its done: trust-based selling in action -- Trust is not a business process -- Live the right values -- Sell by doing, not by telling -- Follow the trust creation process -- Check your ego at the door -- The relationship is not the sum of the transactions -- The new ABCs: dont always be closing -- Build trust into your negotiations -- Be a radical truth-teller -- Make listening a gift, not a skill -- Work the same side of the table -- Pick the right customers -- Answering the six toughest sales questions -- Walking the walk-small things add up -- Barriers and challenges -- The high cost of winning -- Attitude and other obstacles to trust in selling -- Teach product people sales, or sales people product? -- Differentiation by selling, not branding -- Talking straight about price -- Dealing with rfps and purchasing agents -- Killing trust with measurements and rewards.
650 0 $aSelling.
650 0 $aCustomer relations.