New sales : simplified : the essential handbook for prospecting and new business development / Mike Weinberg ; foreword by S. Anthony Iannarino.
Material type: TextPublisher: New York : AMACOM American Management Association, c2013Description: 1 online resourceContent type:- text
- computer
- online resource
- 9780814431788
- 081443178X
- 9781283588645
- 1283588641
- 658.85 23
- HF5438.25
Item type | Home library | Collection | Call number | Materials specified | Status | Date due | Barcode | |
---|---|---|---|---|---|---|---|---|
Electronic-Books | OPJGU Sonepat- Campus | E-Books EBSCO | Available |
Includes index.
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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