Buch, Englisch, 240 Seiten, Paperback, Format (B × H): 152 mm x 229 mm, Gewicht: 357 g
The Essential Handbook for Prospecting and New Business Development
Buch, Englisch, 240 Seiten, Paperback, Format (B × H): 152 mm x 229 mm, Gewicht: 357 g
ISBN: 978-0-8144-3177-1
Verlag: AMACOM
Autoren/Hrsg.
Fachgebiete
Weitere Infos & Material
Contents Foreword by S. Anthony Iannarino Acknowledgments Introduction Chapter 1: Sales Simplified and a Dose of Blunt Truth Chapter 2: The “Not-So-Sweet 16” Reasons Salespeople Fail at New Business Development Chapter 3: The Company’s Responsibility for Sales Success Chapter 4: A Simple Framework for Developing New Business Chapter 5: Selecting Targets -- First for a Reason Chapter 6: Our Sales Weapons: What’s in the Arsenal? Chapter 7: Your Most Important Sales Weapon Chapter 8: Sharpening Your Sales Story Chapter 9: Your Friend the Phone Chapter 10: Mentally Preparing for the Face-to-Face Sales Call Chapter 11: Structuring Winning Sales Calls Chapter 12: Preventing the Buyer’s Reflex Resistance to Salespeople Chapter 13: I Thought I Was Supposed to Make a Presentation Chapter 14: Planning and Executing the Attack Chapter 15: Rants, Raves, and Reflections Chapter 16: New Business Development Selling Is Not Complicated Index