几乎所有令人兴奋的销售方面的书中所写的模式和方法,都是从销售低值产品和一个电话就可以搞定的小生意中开发出来的。E.K.Strong在20世纪20年代,进行了一项关于小生意的先驱性研究,在其中引入了许多新的销售观念,例如:特征和利益、收场白的技巧、异议的处理方法、开放和封闭型的问题等。60多年来,这些相同的概念被复制、采纳、重新提炼,而这一切都是在假设他们应该适用于任何规模的生意的基础上。甚至有些 Almost all the models and methods written in the book about exciting sales have been developed from the small business of selling low-value products and a phone call. EKStrong conducted a pioneering study of small businesses in the 1920s, introducing many new sales concepts such as: Features and Benefits, Closing Tips, Dispute Handling, Open and Closed The problem and so on. Over the past 60 years, these same concepts have been copied, adopted and refinished, all based on the assumption that they should be applied to businesses of any size. Even some