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  • Books / Manuals

This brief, information-rich text assists marketing managers and salespeople in benefitting from the application of the Situational Selling® model.

The book is a compelling summary of the research-anchored behavioural science concepts as they apply to leadership and the specific process of selling. By understanding and applying Situational Selling®, salespeople can develop the competencies necessary to be effective in a world that wants to buy and not be sold.

Situational Selling®: An Approach for Increasing Sales Effectiveness provides practical and proven ways of:
• increasing sales
• reducing turnover
• personalising the sales force
• diagnosing customer buying readiness
• adapting selling styles to customer readiness
• communicating so that messages are understood and accepted
• building rapport
• developing long-term customer relationships

With Situational Selling®, Dr Paul Hersey offers salespeople a roadmap to professional development and success.

 

Product Cost

$49.95 per book

Domestic Postage Rates

Total order value is $49.95 plus relevant postage value below:

$1 - $200 = $9.50

$201 - $499 = $13.50

$500 - $999 = $17.50

Over $1000 = free

Standard delivery is via Express Post within 5 days of order, and priority shipment (within 24 hours, or end of next business day) incurs an additional $9.50 to each total for priority shipment.

International Postage Rates

Exact cost of shipment via air mail plus $10 handling. Customer can request quotes for alternative shipping method, including international courier such as FedEx, which we will happily provide.

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