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New sales : simplified : the essential handbook for prospecting and new business development / by Mike Weinberg ; foreword by S. Anthony Iannarino.

By: Contributor(s): Material type: TextTextPublication details: New York : American Management Association, c.2013.Description: xx, 220 p. ; 24 cmISBN:
  • 9780814431771
Subject(s): Genre/Form: DDC classification:
  • 658.85 WEI 22
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.
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Holdings
Item type Current library Collection Call number Status Date due Barcode Item holds
Book - Borrowing Book - Borrowing Central Library First floor Baccah 658.85 WEI (Browse shelf(Opens below)) Available 000043087
Book - Borrowing Book - Borrowing Central Library First floor Baccah 658.85 WEI (Browse shelf(Opens below)) Available 000043088
Book - Borrowing Book - Borrowing Central Library First floor Baccah 658.85 WEI (Browse shelf(Opens below)) Available 000043089
Total holds: 0

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.

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