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|a Llamas, José María
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|a Estructura científica de la venta :
|b técnicas profesionales de la venta /
|c José María Llamas.
|
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|a México :
|b Editorial Limusa,
|c @2012.
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|a 451 páginas :
|b diagramas ;
|c 23 cm.
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|a Incluye referencias bibliográficas e índice alfabético
|
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|a Evolución, fundamentos y planeación de la venta -- Evolución profesional de la venta -- Por qué compra la gente? -- Planeación y el trabajo diario -- Pasos o fases de la operación de ventas -- El Prain Codereci en la venta -- El precontado: base profesional del trabajo de venta -- Cómoiniciar la entrevista y hacer una presentación adecuada -- Cómo fomentar el deseo de compra -- Funciones, actividades y psicodinamía del vendedor -- Psicodinamia del vendedor -- La calidad del servicio en el vendedor -- Conocimiento científico del prospecto.
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