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008			120514s2013 nyu 001 0 eng
010			_a 2012017452
020			_a9780814431771 (pbk.) : _c17.95
020			_a0814431771 (pbk.) : _c17.95
040			_aDLC _cDLC
042			_apcc
050	0	0	_aHF5438.25 _b.W29295 2013
069			_a09381034
090			_aHF 5438.25 .W29295 2013
100	1		_aWeinberg, Mike. _917029
245	1	0	_aNew sales : _bsimplified : the essential handbook for prospecting and new business development / _cby Mike Weinberg ; foreword by S. Anthony Iannarino.
260			_aNew York : _bAmerican Management Association, _cc2013.
300			_axx, 220 p. ; _c24 cm.
500			_aIncludes index.
505	0		_aForeword / 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.
650		0	_aSelling. _9139847
650		0	_aBusiness planning. _9139848
650		0	_aNew business enterprises. _9139849
852	1		_9P17.95usd
907			_a37538 _b12-09-12 _c12-06-12
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