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The 24 Sales Traps and How to Avoid Them: Recognizing the Pitfalls That Mislead Even the Best Performers - Softcover
Synopsis
Based on field-tested and scientifically validated research, this book replaces conventional wisdom with hard facts and an updated approach to sales. The guide uncovers 24 assumptions that lead salespeople astray, it debunks sales truisms and falsehoods like "you must be aggressive to succeed in sales" and "lower your price to close the sale", and provides real-life advice on how to close a sale without losing money and too much hard work.
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About the Author
Canada is cofounder and executive director of the Institute for Global Sales Studies at Indiana University, an instructor at Indiana University's Kelley School of Business, and a former manager of training and development for Xerox. He is the author of more than 50 magazine and newspaper articles on selling and sales management.
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The 24 Sales Traps and How to Avoid Them: Recognizing the Pitfalls That Mislead Even the Best Performers
Published by
Mcgraw-Hill Professional, 2001
ISBN 10: 0814471412
ISBN 13: 9780814471418
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paperback. Condition: Gut. 188 Seiten; Amacom - 2002 : Dick Canada - tb. Gr. YN-V3XU-3LOX Sprache: Deutsch Gewicht in Gramm: 500. Seller Inventory # 361227