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Focuses on competitive selling: the range of skills that sales pros need to attain their full probable. It offers functional, step-by-step advice that salespeople may take to prevent the competition from retailing their products, disclosing the components involved in increasing full control of a sales situation. Discusses an integral step in this technique - the politics of retailing - demonstrating how to determine the right human relationships with individuals who are powerful enough to give the salesperson an edge. Will help those who are already proficient at retailing become competitive salespeople capable of building up their position with the customer, while at the same time weakening the competition.
