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" Your successful sales career / "
Brian Azar, with Len Foley.
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BL
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| Record Number
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965950
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| Doc. No
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b720320
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| Main Entry
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Azar, Brian.
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| Title & Author
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Your successful sales career /\ Brian Azar, with Len Foley.
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| Publication Statement
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New York :: AMACOM, American Management Association,, ©2004.
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| Page. NO
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1 online resource (xiii, 224 pages) :: illustrations
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| ISBN
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0814408257
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: 0814428118
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: 9780814408254
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: 9780814428115
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| Notes
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Includes index.
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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Introduction -- Getting started -- Discovering the salesperson within -- Creating a "go" plan of action -- Finding the right job -- Getting started on the job -- Say goodbye to the old game of sales -- Getting there--the 10-step interview for sales success -- Step 1-pre-call planning -- Step 2-establishing rapport -- Step 3-finding the pain -- Step 4-budget, terms, and conditions -- Step 5-finding the decision maker -- Step 6-the review -- Step 7-the presentation -- Step 8-the reinforcement -- Step 9-the close -- Step 10-after the sale -- Staying on top -- Why sales careers plateau -- Optimize your time with client categories -- Marketing strategies for selling professionals.
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| Abstract
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Annotation
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Annotation
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| Subject
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Customer relations.
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Selling.
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BUSINESS ECONOMICS-- Distribution.
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BUSINESS ECONOMICS-- Marketing-- General.
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Business Economics.
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Commerce.
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Customer relations.
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Marketing Sales.
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Selling.
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25.A95 2004eb
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| Added Entry
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Foley, Len.
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