Автор:Tony Stocker, Nigel Lawton Год: 2008 Издание: [не указанo] Страниц: 228 ISBN: 1434380734 This publication is the first of two books planned to cover specific aspects of the sales processes, models and methodologies as taught by ESP concerning selling value, known as Payback Consultative Selling® (TM registered). This first publication deals with the selling aspect utilising ESP's ESPIRE® model. The second aspect of Payback Consultative Selling deals with negotiating prices to maximise margins having submitted a Payback Proposal (value proposition).
