10. Sales Justification

  1. Marvin C. McMaster

Published Online: 13 AUG 2010

DOI: 10.1002/9780470615935.ch10

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

How to Cite

McMaster, M. C. (2010) Sales Justification, in Buying and Selling Laboratory Instruments: A Practical Consulting Guide, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9780470615935.ch10

Publication History

  1. Published Online: 13 AUG 2010
  2. Published Print: 28 JUN 2010

ISBN Information

Print ISBN: 9780470404010

Online ISBN: 9780470615935

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Keywords:

  • sales justification - emotional decisions, supporting decisions with logical justifications;
  • scientific research, and deductive reasoning - analyzing, separating and simplifying organized mixtures and compounds;
  • better understanding of variables needed - for instruments and greater ability to sort through features and benefits

Summary

This chapter contains sections titled:

  • Emotional Decision Making

  • Reasons for an Instrument Selection

  • Purpose of the Decision

  • Path to a Sales Decision

  • The Qualifying Sales Interview (ADMANO)