Author: John R. Downes
Publisher: iUniverse
ISBN: 0595007503
Size: 20.49 MB
Format: PDF, ePub, Mobi
Category : Business & Economics
Languages : en
Pages : 236
View: 3411

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Book Description: Nonconfrontation Selling is the opposite of what a sales prospect anticipates, and precisely what he desires. The automobile business serves as the perfect model for the reader to discover its various precepts and principles, which may be applied to any product or service...from the initial meet and greet through the delivery of the product or service. It began in 1979 when a sales manager at a California dealership presented a counteroffer to a prospect in very unusual fashion without reducing the selling price at any time during the transaction. The prospect liked it and purchased the product. Thousands of repetitions caused the same result. What occurred never had been attempted before, because it went against the grain of the status quo, and 'experience' said it couldn't work. It did, though, and NonConfrontation Selling was born. Some of its ingredients include Bambi Meets Godzilla, FBI Interrogation School Questions, Carrots, Teeter Totters, Principle of Games, Command Phrases, Raygun Bullets, Matching Up, Degree Questions, Weasels, Rare, and the Twelve Commandments. Selling's nature implies a confrontation between a seller and prospect, since the objectives of each are at cross purposes to maintain a bargaining position. How NonConfrontation Selling resolves that reads like a psychological thriller. John R. Downes preached NonConfrontation

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The Buying Revolution

Author: Ray Collis
Publisher: The ASG Group
ISBN: 1907725016
Size: 67.20 MB
Format: PDF, ePub, Mobi
Category :
Languages : en
Pages : 268
View: 1157

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Book Description:

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Circle Selling

Author: Steve Rigby
Publisher:
ISBN: 9780983759607
Size: 23.39 MB
Format: PDF, ePub, Docs
Category :
Languages : en
Pages : 254
View: 186

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Book Description:

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The Routledge Companion To Marketing History

Author: D.G. Brian Jones
Publisher: Routledge
ISBN: 1134688687
Size: 66.29 MB
Format: PDF, Mobi
Category : Business & Economics
Languages : en
Pages : 464
View: 7550

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Book Description: The Routledge Companion to Marketing History is the first collection of readings that surveys the broader field of marketing history, including the key activities and practices in the marketing process. With contributors from leading international scholars working in marketing history, this companion provides nine country-specific histories of marketing practice as well as a broad analysis of the field, including: the histories of advertising, retailing, channels of distribution, product design and branding, pricing strategies, and consumption behavior. While other collections have provided an overview of the history of marketing thought, this is the first of its kind to do so from the perspective of companies, industries, and even whole economies. The Routledge Companion to Marketing History ranges across many countries and industries, engaging in substantive detail with marketing practices as they were performed in a variety of historical periods extending back to ancient times. It is not to be missed by any historian or student of business.

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Chambers S Encyclop Dia

Author:
Publisher:
ISBN:
Size: 47.96 MB
Format: PDF, ePub, Docs
Category :
Languages : en
Pages :
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Chambers Encyclop Dia

Author:
Publisher:
ISBN:
Size: 44.87 MB
Format: PDF, Mobi
Category : Encyclopedias and dictionaries
Languages : en
Pages :
View: 1456

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Book Description:

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Chamber S Encyclop Dia

Author:
Publisher:
ISBN:
Size: 13.12 MB
Format: PDF, Mobi
Category : Encyclopedias and dictionaries
Languages : en
Pages :
View: 2735

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