000			01999cam a22003014i 4500
999			_c4562 _d4562
001			13616908
005			20190506113045.0
008			040607s2005 mau 001 0 eng
010			_a 2004013351
020			_a1593371128
040			_aDLC _erda _cDLC _dDLC _beng
082	0	0	_a658.85 _222 _bS.S.A
100	1		_aSchiffman, Stephan, _918091 _eauthor.
245	1	0	_aAsk questions, get sales : _bclose the deak and create long-term relationships / _cStephan Schiffman.
250			_asecond edition
264		1	_aAvon, Mass. : _bAdams Media, _c[2005]
264		4	_c©2005
300			_av, 168 pages ; _c22 cm.
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
500			_aIncludes index.
505	0		_aGetting started -- The most important question you can ask -- The six basic questions and the objectives behind them -- Silver, bronze, and gold -- The sales cycle -- The interviewing phase : techniques that work -- The past--by means of the future -- The present -- The future -- Verification and proposal development -- Questions to ask yourself.
520			_aIn Ask Questions, Get Sales, the author and sales guru Stephan Schiffman helps readers boost their careers to the gold-medal level by teaching them how to strengthen their questioning skills during the sales process. The premise is simple yet effective: In order to be successful, salespeople need to change their mindset from "need-orientated" to "do-orientated". The message of the book centers around six core "do" questions: What do you do? How do you do it? When and where do you do it? Why do you do it that way? Who do you do it with? How can we help you do it better? With this indispensable guide in their briefcase, salespeople will have information at the ready to score big sales over the short term and the long term.
650		0	_aSelling. _918092
856			_3Abstract _uhttp://repository.fue.edu.eg/xmlui/handle/123456789/4316
942			_cBK _2ddc