Customer Centered Selling by Robert Jolles. Answer following questions based on the book.
answer following question based on the book: Customer Centered Selling by Robert Jolles.
1. Describe what Jolles means to “earn the right to close?”
- Discuss how this should be done
- identify and discuss three points in the process where you think “the chance to fail” is the greatest
answer following question based on the book: Customer Centered Selling by Robert Jolles.
1. Describe what Jolles means to “earn the right to close?”
- Discuss how this should be done
- identify and discuss three points in the process where you think “the chance to fail” is the greatest
2. Why the sales function important to an organization? I will give you the first reason… revenue generation. Please provide the remaining reasons and discuss each in full.
3. The book really deals with key strategic and operational issues of building a sales force from a start-up perspective. For each of the following areas, what are the two most important issues related to establishing the right size sales force, in motivating the sales force and in understanding a customer’s buying center? Please defend your perspective.
No comments:
Post a Comment