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From contact to contract [electronic resource] / Dianna Booher.

By: Contributor(s): Publication details: Chicago, IL : Dearborn Financial Publishing, c2003.Description: ix, 291 p. ; 23 cmSubject(s): Genre/Form: DDC classification:
  • 658.85 21
LOC classification:
  • HF5438.25 .B6543 2003eb
Online resources:
Contents:
Prospecting: managing your pipeline, time, and territory -- Conducting consultative conversations -- Planning presentations of your products and services -- Gaining commitment and closing -- Negotiating for long-term loyalty -- Dealing with difficult buyers -- Selling to senior executives -- Marketing yourself and generating leads -- Selling at the point of service -- Motivating yourself.
Holdings
Cover image Item type Current library Home library Collection Shelving location Shelf location Call number Materials specified Vol info Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
E-Book Taylor's Library-TU 658.85 (Browse shelf(Opens below)) e-book

Includes index.

Prospecting: managing your pipeline, time, and territory -- Conducting consultative conversations -- Planning presentations of your products and services -- Gaining commitment and closing -- Negotiating for long-term loyalty -- Dealing with difficult buyers -- Selling to senior executives -- Marketing yourself and generating leads -- Selling at the point of service -- Motivating yourself.

TSLHHL

Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.