From contact to contract [electronic resource] / Dianna Booher.

By: Contributor(s): Material type: TextTextPublication details: Chicago, IL : Dearborn Financial Publishing, c2003.Description: ix, 291 pSubject(s): Genre/Form: DDC classification:
  • 658.85 21
LOC classification:
  • HF5438.25 .B6543 2003eb
Online resources:
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.
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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.

Electronic reproduction. Palo Alto, Calif. : ebrary, 2013. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.

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