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Win new business : a desktop guide /
This title features practical advice and techniques for winning new business from both new and existing customers. It looks at how to: analyze customer needs; build relationships; and write winning proposals. It contains real case studies.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
London :
Thorogood,
©2002.
|
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Croft, Susan, |d 1949- | |
| 245 | 1 | 0 | |a Win new business : |b a desktop guide / |c Susan Croft. |
| 260 | |a London : |b Thorogood, |c ©2002. | ||
| 300 | |a 1 online resource (ix, 181 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes bibliographical references. | ||
| 520 | |a This title features practical advice and techniques for winning new business from both new and existing customers. It looks at how to: analyze customer needs; build relationships; and write winning proposals. It contains real case studies. | ||
| 505 | 0 | |a Introduction and acknowledgements; part one Laying the groundwork; 1. Know yourself and your competition; 2. Generating leads; 3. Creating personal and company visibility; part two Working the sales cycle; 4. Lead qualification; 5. Working the sales cycle and managing your leads; 6. The psychology of selling; part three Getting them to yes; 7. Consultative selling; 8. Writing winning proposals; 9. Winning the business beauty parade by making effective presentations; 10. Closing the business; part four Contributions and conclusions; 11. Tips from the trenches. | |
| 588 | 0 | |a Print version record. | |
| 590 | |a eBooks on EBSCOhost |b EBSCO eBook Subscription Academic Collection - Worldwide | ||
| 650 | 0 | |a Sales management |v Case studies. | |
| 650 | 0 | |a Strategic planning |v Case studies. | |
| 650 | 6 | |a Ventes |x Gestion |v Études de cas. | |
| 650 | 6 | |a Planification stratégique |v Études de cas. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Sales & Selling |x Management. |2 bisacsh | |
| 650 | 7 | |a Sales management. |2 fast |0 (OCoLC)fst01103833 | |
| 650 | 7 | |a Strategic planning. |2 fast |0 (OCoLC)fst01134371 | |
| 655 | 7 | |a Case studies. |2 fast |0 (OCoLC)fst01423765 | |
| 776 | 0 | 8 | |i Print version: |a Croft, Susan, 1949- |t Win new business. |d London : Thorogood, ©2002 |z 1854182900 |w (OCoLC)51907689 |
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