THE EDGE: HOW TO GAIN COMPETITIVE ADVANTAGE IN SELLING

Among the many tapes and books covering the cooperative selling process, The Edge is the most detailed. Barrera and Alessandra break down the partnering sales approach into six steps: target, contact, explore, collaborate, confirm and assure. Each meticulous step conveys the product's unique benefits from the client's point of view. The authors cover a lot of ground, but note-taking isn't necessary thanks to an excellent summary and workbook included in the package. D.M.G. ©AudioFile, Portland, Maine [Published: AUG 95]