From contact to contract
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| Main Author: | |
|---|---|
| Corporate Author: | |
| Format: | Electronic eBook |
| Language: | English |
| Published: |
Chicago, IL :
Dearborn Financial Publishing,
c2003.
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| Subjects: | |
| Online Access: | An electronic book accessible through the World Wide Web; click to view |
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Table of Contents:
- 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.