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" Whale hunting : "
Tom Searcy and Barbara Weaver Smith.
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BL
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| Record Number
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965840
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| Doc. No
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b720210
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| Main Entry
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Searcy, Tom.
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| Title & Author
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Whale hunting : : how to land big sales and transform your company /\ Tom Searcy and Barbara Weaver Smith.
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| Publication Statement
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Hoboken, N.J. :: John Wiley & Sons,, 2008.
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| Page. NO
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1 online resource (xxv, 262 pages)
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| ISBN
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0470228679
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: 0470443375
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: 1281204064
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: 6611204067
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: 9780470228678
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: 9780470443378
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: 9781281204066
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: 9786611204068
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0470182695
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9780470182697
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| Notes
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Includes index.
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| Contents
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Whale Hunting; Contents; Foreword; Preface; Acknowledgments; Author Biographies; Chapter 1: The Whale Hunters' Story; Chapter 2: Signs of the Times; Chapter 3: Know the Whale; Chapter 4: Send Out the Scouts; Chapter 5: Set the Harpoon; Chapter 6: Ride the Whale; Chapter 7: Capture the Whale; Chapter 8: Sew the Mouth Shut; Chapter 9: Beach the Whale; Chapter 10: Honor the Whale; Chapter 11: Celebrate the Whale; Epilogue: Let the Hunt Begin; Glossary; Index.
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| Abstract
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Using the ancient Inuit whale hunt as a metaphor, this book provides a nine-phase model for finding, landing and harvesting whale-size accounts - the kinds of accounts that transform a business.
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| Subject
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Sales management.
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BUSINESS ECONOMICS-- Sales Selling-- Management.
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Sales management.
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| Dewey Classification
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658.81
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| LC Classification
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HF5438.4.S42 2008eb
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| Added Entry
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Smith, Barbara Weaver.
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