How to be Human*: *Though an Economist

How to be Human*: *Though an Economist

Format: Paperback

Language: English

Format: PDF / Kindle / ePub

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Sales people who do this will be listened to politely, ushered out and forgotten. (They'll then wonder why the once attentive, interested prospect afterwards won't return the sales person's phone calls, let alone agree to another meeting.) The sales person must be prepared to talk about the relevant technical aspects and benefits if asked, but typically this will not happen in major account situations, because the prospect will know that the sales person is in no position yet to present a relevant solution or proposition of any kind.

Pages: 304

Publisher: The University of Michigan Press (November 10, 2000)

ISBN: 0472067443

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