Document Type
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BL
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Record Number
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975226
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Doc. No
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b729596
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Main Entry
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Croft, Susan,1949-
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Title & Author
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Win new business : : a desktop guide /\ Susan Croft.
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Publication Statement
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London :: Thorogood,, ©2002.
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Page. NO
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1 online resource (ix, 181 pages)
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ISBN
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1280174013
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: 1423717929
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: 1854185985
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: 6610174016
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: 9781280174018
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: 9781423717928
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: 9781854185983
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: 9786610174010
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Bibliographies/Indexes
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Includes bibliographical references.
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Contents
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Introduction and acknowledgements; part one Laying the groundwork; 1. Know yourself and your competition; 2. Generating leads; 3. Creating personal and company visibility; part two Working the sales cycle; 4. Lead qualification; 5. Working the sales cycle and managing your leads; 6. The psychology of selling; part three Getting them to yes; 7. Consultative selling; 8. Writing winning proposals; 9. Winning the business beauty parade by making effective presentations; 10. Closing the business; part four Contributions and conclusions; 11. Tips from the trenches.
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Abstract
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This title features practical advice and techniques for winning new business from both new and existing customers. It looks at how to: analyze customer needs; build relationships; and write winning proposals. It contains real case studies.
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Subject
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Sales management, Case studies.
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Subject
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Strategic planning, Case studies.
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Subject
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BUSINESS ECONOMICS-- Sales Selling-- Management.
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Subject
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Sales management.
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Subject
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Strategic planning.
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Dewey Classification
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658.81
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LC Classification
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HF5438.4.C76 2002eb
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