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Author Morgen, Sharon Drew, 1946-
Title Selling with integrity : reinventing sales through collaboration, respect, and serving / Sharon Drew Morgen.
Imprint San Francisco : Berrett-Koehler Publishers, 1997.

Author Morgen, Sharon Drew, 1946-
Subject Selling -- Moral and ethical aspects.
Description 1 online resource (xviii, 243 pages) : illustrations
Bibliography Note Includes bibliographical references (pages 231-232) and index.
Summary Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments.
Contents I.A new relationship-based, solution-focused sales approach. The buyer taught me how to sell -- Bringing your values to work -- The principles of buying facilitation -- Comparing the past, present, and future of sales -- The seller as servant -- II. The components of buying facilitation. The factors in the buying decision process -- How people buy -- Creating a relationship of trust and collaboration -- Supporting the process of discovery -- Formulating the right questions -- Listening skills -- III. Being a buying facilitator. Using buying facilitation: putting the skills together -- Strengthening customer service through buying facilitation -- Case comparisons: buying facilitation, traditional sales, and consultative sales -- Managing salespeople in a buying facilitation environment -- Buying facilitation in action: on-the-phone, face-to-face, and across sales contexts -- Reinventing business by reinventing sales.
Note Print version record.
ISBN 0585267871 (electronic bk.)
9780585267876 (electronic bk.)
1576750175 (alk. paper)
OCLC # 45729346
Additional Format Print version: Morgen, Sharon Drew, 1946- Selling with integrity. San Francisco : Berrett-Koehler Publishers, 1997 1576750175 (DLC) 96053215 (OCoLC)36130777

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