Normal view
MARC view
New sales : simplified : the essential handbook for prospecting and new business development / by Mike Weinberg ; foreword by S. Anthony Iannarino.
Publication details: New York : American Management Association, c2013.Description: xx, 220 p. ; 24 cmISBN:- 9780814431771 (pbk.) :
- 0814431771 (pbk.) :
- HF5438.25 .W29295 2013
Contents:
Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- 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.
| Item type | Current library | Home library | Shelving location | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|---|
Books
|
American University in Dubai | American University in Dubai | Main Collection | HF 5438.25 .W29295 2013 (Browse shelf(Opens below)) | Available | 5083410 |
Browsing American University in Dubai shelves, Shelving location: Main Collection Close shelf browser (Hides shelf browser)
| No cover image available | ||||||||
| HF 5438.25 .R583 1999 52 weeks of sales success : America's #1 salesman shows you how to close every deal! / | HF 5438.25 R594 2004 Stop, ask, and listen : proven sales techniques to turn browsers into buyers / | HF 5438.25 .S4 1988 On the road to sales: more letters to salesmen / | HF 5438.25 .W29295 2013 New sales : simplified : the essential handbook for prospecting and new business development / | HF 5438.4 .A53 1983 Sales management : text with cases / | HF 5438.4 .B43 2008 There's no business without the show! : using ShowBiz skills to get blockbuster sales / | HF 5438.4 .C37 1998 Contemporary sales force management / |
Includes index.
Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- 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.
There are no comments on this title.
Log in to your account to post a comment.