Sellers, unleash your potential! (Vuibert “Out of collection”, 2022)

2023-06-14 22:00:00
Page 1 to 4: Start Pages | Page 5 to 7: Jean-Pierre Helfer – Preface | Page 9 to 13: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Introduction | Page 15: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Presentation | Page 16 to 35: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 1. Defining seller/buyer profiles to better remove obstacles | Page 36 to 57: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 2. Knowing yourself better to remove the obstacles to sales | Page 59 to 60: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Presentation | Page 61 to 90: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 3. Digital prospecting | Page 91 to 112: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 4. Telephone prospecting | Page 113 to 121: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 5. Physical prospecting | Page 123: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Presentation | Page 124 to 148: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 6. Creating the relationship | Page 149 to 173: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 7. Focusing on the customer | Page 174 to 188: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 8. Presenting your offer | Page 189 to 208: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 9. Answering questions and objections | Page 209 to 242: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 10. Negotiating the offer and defending its price | Page 243 to 258: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 11. Closing the sale | Page 259 to 273: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Chapter 12. Loyalty | Page 275 to 276: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Conclusion | Page 277: Philippe Magdelaine, Stanislas Grimault, Jean-Christian Bourion and Pascal Grémaud – Acknowledgments | Page 279: Bibliography | Page 281 to 282: Index | Page 283 to 288: Ending pages.
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