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" New sales : "
Mike Weinberg ; foreword by S. Anthony Iannarino
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BL
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| Record Number
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586454
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| Doc. No
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b415673
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| Main Entry
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Weinberg, Mike
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| Title & Author
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New sales : : simplified : the essential handbook for prospecting and new business development /\ Mike Weinberg ; foreword by S. Anthony Iannarino
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| Page. NO
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xx, 220 pages ;; 23 cm
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| ISBN
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9780814431771 (pbk.)
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: 0814431771 (pbk.)
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| Notes
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Includes index
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| Contents
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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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| Subject
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Selling
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Business planning
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New business enterprises
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25.W29295 2013
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