About this title: Sales trainer Ferdinand F. Fournies, knows that the key to selling is at once basic and revolutionary: "What successful salespeople do is to help people to buy." So he's written a practical book that approaches selling from the customer's point of view. Using his Problem/Solution format, Fournies helps readers understand why customers act the way they do - and shows them how to respond in order to move the selling process to a winning conclusion. He presents 25 sales scenarios familiar to every salesperson, followed by specific solutions proven to work when: "They don't need what you're ...
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Note: This is a general synopsis. Each listing is described below.
Binding: Trade paperback
Publisher: McGraw-Hill Companies
Date Published: 1994
ISBN-13:9780070217010ISBN:0070217017
Description: New. No dust jacket as issued. Excellent condition. No marks. Trade paperback (US). Glued binding. 224 p. Audience: General/trade. read more
Binding: Hardcover
Publisher: Mcgraw-Hill
Date Published: 1993
ISBN-13:9780070217003ISBN:0070217009
Description: A wonderful copy with some minor edgewear to the cover. Dust Jacket may have chips and close tears. -, Hard Cover, Very Good / Good. read more
Binding: Hardcover
Publisher: Mcgraw-Hill
Date Published: 1993
ISBN-13:9780070217003ISBN:0070217009
Description: Good in Good jacket. 96-W Ex-library. Books rated "Good" may have some notes, underlining, or highlighting. These books also may contain the previous owner's name, stamp, sticker, or gift inscription, or may be library discards. read more
Description: Good. Former Library book. Shows some signs of wear, and may have some markings on the inside. Shipped to over one million happy customers. Your purchase benefits world literacy! read more
Description: Good. Shows some signs of wear, and may have some markings on the inside. Shipped to over one million happy customers. Your purchase benefits world literacy! read more
Description: Very Good. Great condition for a used book! Minimal wear. Shipped to over one million happy customers. Your purchase benefits world literacy! read more
Binding: Trade paperback
Publisher: McGraw-Hill Companies
Date Published: 1994
ISBN-13:9780070217010ISBN:0070217017
Description: Very good. No dust jacket as issued. softcover; solid binding; no marking or highlighting within text; VB42. Trade paperback (US). Glued binding. 224 p. Audience: General/trade. read more
Edition: First Printing
Binding: Trade Paperback
Publisher: McGraw-Hill Book Company, Inc., New York, NY, U.S.A.
Date Published: 1994
ISBN-13:9780070217010ISBN:0070217017
Description: Fine. No Jacket. 8vo-over 7¾"-9¾" tall. "Written by bestselling author and renowned sales trainer Ferdinand F. Fournies, it's the only book that approaches selling from the customer's point of view. Learn why customers act the way they do, what they're thinking, what they're afraid of, and how to do what all successful salespeople do; that is, switch from selling something today to helping people buy something today. " This book has 224 pages. read more
Description: Very good. Light wear to edges and pages. Cover and spine show no easily noticeable damage. A tradition of southern quality and service. All books guaranteed at the Atlanta Book Company. read more
Description: Very good. Book has appearance of only minimal use. All pages are undamaged with no significant creases or tears. With pride from Motor City. All books guaranteed. Best Service, Best Prices. read more
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