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In the past few tutorials we saw how marketers can use advertising, sales promotion and public relations to reach a large number of customers. While these methods of promotion offer many advantages, they each share one major disadvantage: they are a non-personal form of communication. And whether a company is in retailing or manufacturing, sells goods or services, is a large multi-national or a local startup, is out to make a profit or is a non-profit, in all probability at some point they will need to rely on personal contact with customers. In other words, they will need to promote using personal selling. Unfortunately, ...
George Ludwig grasps concepts that seem to have eluded many of the leading thinkers in sales and he debunks many of the myths that revolve around so-called “strategic selling”. His original research that uncovered “the seven powers” of the world’s greatest salespeople, which are really “best-of-breed practices,” is right on the money. This might be the first sales book you could actually hand to your buyer and say “Here’s how I’d like to proceed with you,” because of the integrity and trust woven into the Power Selling ... Read More
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