Booher, Dianna Daniels. <br/><br/>
From contact to contract  [electronic resource] / 
Dianna Booher. 
 - Chicago, IL :  Dearborn Financial Publishing,  c2003. 
 - ix, 291 p. 
<br/><br/> Includes index. 
<br/><br/>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. 
<br/><br/><br/>Electronic reproduction. <br/>Palo Alto, Calif. : <br/>ebrary, <br/>2013. <br/>Available via World Wide Web. <br/>Access may be limited to ebrary affiliated libraries. 
<br/><br/><label>ISBN: </label>
<br/><br/><label>LCCN: </label>
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.
<br/><br/><label>Index Terms--Genre/Form: </label><br/>Electronic books.
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .B6543 2003eb 
<br/><br/><label>Dewey Class. No.: </label>658.85