Sales Effectiveness Training, S.E.T., Book

By Dr. Thomas Gordon and Carl Zaiss, hardcover

Stressing the vital role of collaboration, cooperation and communication, this book provides a step-by-step guide to the skills that give today's sales professionals an edge on the competition. Examines the traditional view of selling and shows that the old attitudes actually interfere with effectiveness. Explains why building partnerships with customers works better than a hard sell.