by Daniel Huyot, Philippe Lafaix · Editions d'Organisation · tapa blanda · ISBN 9782708125049
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«La défense du prix dans la vente. Les 4 scénarios gagnants» is the sales manual by Daniel Huyot and Philippe Lafaix, published by Editions d'Organisation.
This manual focuses on the decisive phase of selling: holding the price with the customer. Based on cases observed in services, IT, industry, distribution, banking and insurance, it organises objections into four main families and proposes concrete responses, with tools for choosing the right defence strategy.
French-language edition, paperback, 140 pages, published in December 2000. ISBN 9782708125049.
Aimed at sales managers, salespeople, marketing professionals and buyers.
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