New sales : simplified : the essential handbook for prospecting and new business development /

Bibliographic Details
Call Number:Libro Electrónico
Main Author: Weinberg, Mike, 1967- (Author)
Format: Electronic eBook
Language:Inglés
Published: New York : AMACOM American Management Association, c2013.
Subjects:
Selling.
Business planning.
New business enterprises.
Vente.
Nouvelles entreprises.
selling.
BUSINESS & ECONOMICS > Distribution.
BUSINESS & ECONOMICS > Marketing > General.
Business planning
New business enterprises
Selling
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • Foreword / by S. Anthony Iannarino
  • Introduction
  • Sales simplified and a dose of blunt truth
  • The "not-so-sweet 16" reasons salespeople fail at new business development
  • The company's responsibility for sales success
  • A simple framework for developing new business
  • Selecting targets : first for a reason
  • Our sales weapons : what's in the arsenal?
  • Your most important sales weapon
  • Sharpening your sales story
  • Your friend the phone
  • Mentally preparing for the face-to-face sales call
  • Structuring winning sales calls
  • Preventing the buyer's reflex resistance to salespeople
  • I thought I was supposed to make a presentation
  • Planning and executing the attack
  • Rants, raves, and reflections
  • New business development selling is not complicated
  • Index.

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