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Selling to zebras : how to close 90% of the business you pursue faster, more easily, and more profitably / Jeff Koser, Chad Koser.
Publication details: Austin, TX : Greenleaf Book Group Press, 2009.Description: 240 p. : ill. ; 23 cmISBN:- 9781929774579 (cloth) :
- HF5438.4 .K67 2009
Contents:
The zebra way -- Hunting zebras -- Develop your zebra pofile -- Zero in on your zebra -- Spot your zebra -- Define powers pain points -- Predict the value of your solution -- Partner with your zebra -- Meet with power -- Partner to verify your value -- Catch your zebra -- Contract and force success -- Operations for zebra way.
| Item type | Current library | Home library | Shelving location | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|---|
Books
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American University in Dubai | American University in Dubai | Main Collection | HF 5438.4 .K67 2009 (Browse shelf(Opens below)) | Available | 601627 |
Browsing American University in Dubai shelves, Shelving location: Main Collection Close shelf browser (Hides shelf browser)
| HF 5438.4 .F87 2001 Sales management : teamwork, leadership, and technology / | HF 5438.4 .H374 2007 Harvard business review on strategic sales management. | HF 5438.4 .H39 2008 Harvard business review on sales and selling. | HF 5438.4 .K67 2009 Selling to zebras : how to close 90% of the business you pursue faster, more easily, and more profitably / | HF 5438.4 .M658 1997 Sales management : strategy, technology, skills / | HF 5438.4 .R343 1999 Rethinking the sales force : redefining selling to create and capture customer value / | HF 5438.4 .R64 2007 Rethinking sales management : a strategic guide for practitioners / |
The zebra way -- Hunting zebras -- Develop your zebra pofile -- Zero in on your zebra -- Spot your zebra -- Define powers pain points -- Predict the value of your solution -- Partner with your zebra -- Meet with power -- Partner to verify your value -- Catch your zebra -- Contract and force success -- Operations for zebra way.
Includes index.
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