|
" Perspectives on increasing sales / "
Marvin N. Miletsky, James A. Callander.
| Document Type
|
:
|
BL
|
| Record Number
|
:
|
1005920
|
| Doc. No
|
:
|
b760290
|
| Main Entry
|
:
|
Miletsky, Marvin.
|
| Title & Author
|
:
|
Perspectives on increasing sales /\ Marvin N. Miletsky, James A. Callander.
|
| Publication Statement
|
:
|
Boston, Mass. ;London :: Course Technology,, ©2009.
|
| Page. NO
|
:
|
1 online resource (xix, 311 pages) :: illustrations
|
| ISBN
|
:
|
1598638742
|
|
|
:
|
: 1598639323
|
|
|
:
|
: 9781598638745
|
|
|
:
|
: 9781598639322
|
|
|
:
|
1598638718
|
|
|
:
|
9781598638714
|
|
|
:
|
9781598638745
|
| Notes
|
:
|
Includes index.
|
| Contents
|
:
|
Part One: Getting Down to Basics -- Part Two: Developing Prospects and Making Contacts -- Part Three: Pitching, Negotiating, and Landing the Account -- Part Four: Managing the Relationship -- Part Five: Just for Fun -- Closing Remarks -- Perspectives on Managing Employees.
|
| Abstract
|
:
|
"Perspectives on Increasing Sales is the first book to offer both sides of the story. In an easy-to-read, question/answer format, Marvin Miletsky provides the salesperson perspective while James Callander gives the customer point of view on topics including finding new leads and prospects, successful negotiations, landing an account and closing the deal, managing and improving the relationship and a whole lot more. What makes this book different from other sales-oriented books is that there is no author collaboration or sharing of information during the writing process. Neither author was aware of what the other was writing. The result is a fascinating, no-holds-barred look at increasing sales as both the salesperson and customer see it, leaving readers with a list of action items and a better understanding of core sales concepts to dramatically improve success rates"--Resource description page.
|
| Subject
|
:
|
Sales management.
|
| Subject
|
:
|
Selling.
|
| Subject
|
:
|
BUSINESS ECONOMICS-- Distribution.
|
| Subject
|
:
|
BUSINESS ECONOMICS-- Marketing-- General.
|
| Subject
|
:
|
Sales management.
|
| Subject
|
:
|
Selling.
|
| Dewey Classification
|
:
|
658.85
|
| LC Classification
|
:
|
HF5438.25.M554 2009eb
|
| Added Entry
|
:
|
Callander, James A.
|
| Parallel Title
|
:
|
Increasing sales
|
| |