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Venditore, Aggiornati, Prima Che Sia Troppo Tardi! [ITA]

Questo testo di tecniche di vendita di base � stato scritto con lo scopo di fornire un contributo per aiutare i venditori soprattutto Junior a vendere di pi� e meglio, attraverso tecniche di vendita essenziali ma performanti, personalizzabili e semplici da utilizzare, ben collaudate oramai in molte migliaia di casi. Titolo provocatorio? Forse. Tuttavia il titolo � nato da una considerazione che molti dei venditori partecipanti ai miei corsi esternano: il timore che le complessit� in aumento in quasi tutti i mercati crescano pi� velocemente di quanto loro non aggiornino le loro competenze, e li spazzino via dai loro stessi mercati. Clienti incontentabili ed infedeli, mercati e profitti che si contraggono, tensione competitiva alle stelle...e tutto questo pare essere in costante peggioramento: le tecniche di vendita di ieri, che hanno portato al successo, oggi si dimostrano largamente inadeguate a far fronte alle crescenti complessit�. Occorre accedere ad energie e tecniche nuove e possenti, spesso mai utilizzate prima. Il testo supporta il venditore nell'abbandono delle tecniche di vendita oramai improduttive di risultati, facilitandone la sostituzione con altre, attuali e performanti. E' un testo volutamente essenziale, che consente molti spazi di approfondimento, una specie di primo passo per innescare una spirale virtuosa che porti ad un successo duraturo, prima che sia davvero troppo tardi.
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About the Author

My working career as author started when I decided to change everything in my job. It was the beginning of the new millennium (maybe that shift had an influence on me;-) ). At the time I was the managing director of the italian sub of a global company, dealing in durables, and decided to start my own business as sales trainer & coach. That was backed up by my esperience about selling and sales management (over 25 years in consumables, services, durables, industrial products, covering various sales and management roles). I updated and reinforced this empirical knowledge by looking for the most advanced strategies and sales techniques all over the world, and following mooc coursewares and post graduated training at MIT about psychology, brain and cognitive sciences. All that led me to write my books almost exclusively on sales and sales management, as you see from this author page. Besides that, I've established my own firm, dealing in sales training & coaching, and worked / work for global and local customers. Just to name a few, Akzo Nobel, Bunge, Unilever, Kohler Engines, and others. I write for pleasure and, admittedly, for the sake of certain order of the tons of materials I'm using during my sales and sales management classrooms. If you are in a sales business (just a few aren't ...) I very much hope you'll enjoy my books. However, a warning: most of my books have many, many pages. Just recently I've learned the art of being concise...

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