Drawing on a 45 year career in broadcast sales and management combined with the study of sales techniques, Terry Dean, the “Dean of Sales” provides the reader with strategies for developing business in addition to sharing anecdotes from a career in radio. Goal setting , time management, identifying needs and the P.L.E.A.S.E. system for managing accounts are among the topics covered.
Regardless of your industry, if you are responsible for building long term customer relationships, Exceeding Expectations will provide you with tools that you can use.
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