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📖 Description
This digital document is an article from Canadian Manager, published by Canadian Institute of Management on September 22, 1997. The length of the article is 1903 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
From the supplier: Selling services is not necessarily more difficult than selling tangible products. To be successful, sales people offering intangibles need to develop the right strategy and to set the stage for the sale. The latter involves creating a specific identity for the services being offered, tailoring the services to the customers' expectations, emphasizing the benefits of the services, and assuming the role of expert in the field.
Citation Details Title: The subtleties of selling services. Author: John R. Graham Publication:Canadian Manager (Magazine/Journal) Date: September 22, 1997 Publisher: Canadian Institute of Management Volume: v22 Issue: n3 Page: p14(3)
