From contact to contract /
Booher, Dianna Daniels
From contact to contract / Dianna Booher - Chicago, IL : Dearborn Financial Publishing, 2003 - ix, 291 p. ; 23 cm.
Includes index
Prospecting: managing your pipeline, time, and territory -- Conducting consultative conversations -- Planning presentations of your products and services -- Gaining commitment and closing -- Negotiating for long-term loyalty -- Dealing with difficult buyers -- Selling to senior executives -- Marketing yourself and generating leads -- Selling at the point of service -- Motivating yourself
0793168007 RM74.21
Selling
From contact to contract / Dianna Booher - Chicago, IL : Dearborn Financial Publishing, 2003 - ix, 291 p. ; 23 cm.
Includes index
Prospecting: managing your pipeline, time, and territory -- Conducting consultative conversations -- Planning presentations of your products and services -- Gaining commitment and closing -- Negotiating for long-term loyalty -- Dealing with difficult buyers -- Selling to senior executives -- Marketing yourself and generating leads -- Selling at the point of service -- Motivating yourself
0793168007 RM74.21
Selling