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(Paperback)
By: Harry Washburn
ISBN: 9780738201573
Readership/Audience: Professional and Scholarly
Publication Date: Jan 2000
Publisher: INGRAM PUBLISHER SERVICES US
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This guide offers a systematic approach to understanding customers' motivations and tailoring sales strategy to fit the customers' buying path. By teaching salespeople how to recognize different buying profiles, this book offers strategies and tactics to break out of non-productive patterns.
