000			01738cam a2200385 i 4500
001			000581385
005			20240105151424.0
008			130319t20062006nyua r 001 0 eng d
010			_a2005033216
020			_a0814473393
020			_a9780814473399
035			_a383284
040			_aDLC _bspa _cDLC _erda _dUIASF
050		4	_aHF 5438.25 _bC48.2006
100	1		_aCherry, Paul _eautor
245	1	0	_aQuestions that sell : _bthe powerful process for discovering what your customer really wants / _cPaul Cherry.
260			_aNew York : _bAMACOM, _c2006, ©2006.
300			_avii, 181 páginas : _bilustraciones ; _c23 cm
336			_atexto _2rdacontent
337			_asin medio _2rdamedia
338			_avolumen _2rdacarrier
500			_aIncluye índice.
505	0		_aBoring or engaging: how do your questions measure up? -- Getting to know prospective clients -- Managing business opportunities: the qualifying process -- Getting your customers talking: expansion and comparison questions -- Are you a consultant or product peddler? the educational question -- Directing the conversation: lock-on and impact questions -- Back to the future: vision questions -- Getting past "what if?" objections and stalls -- Putting it all together -- Conclusion -- Appendix A. Show me the money! how to create value so price is no longer an issue -- Appendix B. Using voice mail and e-mail -- Appendix C. Seeing the plan in action.
650		0	_aSelling.
650		4	_aVentas
650		0	_aMarketing research.
650		4	_aInvestigación de mercado
650		0	_aCustomer relations.
650		4	_aRelaciones con los clientes
905			_a01
942			_cNEWBFXC1
999			_c549504 _d549504
980			_851 _gRonald RUIZ