by Ferdinand Fournies · Sextante · tapa blanda · ISBN 9788575422502
VAT included
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«Por que os clientes não fazem o que você espera?» is the sales guide by Ferdinand Fournies, published by Sextante in paperback (68 pages, in Portuguese).
Explains why the customer does not always respond as the seller expects and how that reaction determines the success of the negotiation. Proposes seeing the sales visit through the customer's eyes, managing each stage of the process, and applying concrete actions to the 24 most common problems and objections in sales.
Portuguese edition from 2006. Corresponds to number 6 of the Coleção Desenvolvimento Profissional collection.
Aimed at sales and commercial professionals who want to improve their closing ability and their understanding of the customer.
