- 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.
$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.