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Why Customers Don't Do What You Want Them to Do and What to Do about It

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Ferdinand F. Fournies, knows that the key to selling is at once basic and revolutionary: "What successful salespeople do is to help people to buy." So he's written the only practical book that approaches selling from the customer's point of view. Using his Problem/Solution format, Fournies helps readers understand why customers act the way they do - and shows them how to respond in order to move the selling process to a winning conclusion. He presents 25 sales scenarios familiar to every salesperson, followed by specific ...

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Why Customers Don't Do What You Want Them to Do and What to Do about It
1993, McGraw-Hill Companies, New York, NY

ISBN-13: 9780070217003

Hardcover

Why Customers Don't Do What You Want Them to Do and What to Do About It
1979, McGraw-Hill Inc.,US, New York

ISBN-13: 9780070217010

Paperback

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