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- catalog abstract ""Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this high-pressure, highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Book jacket."--Jacket.".
- catalog contributor b11454539.
- catalog contributor b11454540.
- catalog contributor b11454541.
- catalog contributor b11454542.
- catalog created "c1999.".
- catalog date "1999".
- catalog date "c1999.".
- catalog dateCopyrighted "c1999.".
- catalog description ""Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this high-pressure, highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Book jacket."--Jacket.".
- catalog description "Foreword / John Philip Coghlan -- Part I. "No Sell" Selling -- Chapter 1. Why Your Customers Really Buy -- Chapter 2. How Your Customers Make Buying Decisions -- Chapter 3. What We're Striving for: Win-Win -- Chapter 4. Life Beyond the Product Pitch -- Part II. Getting Started: Four Questions to Ask Yourself Before You Make the Call -- Chapter 5. Why Am I Here? -- Chapter 6. What Do I Want the Customer to Do? -- Chapter 7. Why Should the Customer See Me? -- Chapter 8. Do I Have Credibility? -- Part III. The Sales Call: Getting Information -- Chapter 9. Learning to Listen -- Chapter 10. The Five Question Types -- Chapter 11. Establishing Superb Communication -- Part IV. The Sales Call: Giving Information -- Chapter 12. The Importance of Differentiation -- Chapter 13. Using the Joint Venture Approach -- Part V. The Sales Call: Getting Commitment -- Chapter 14. Beyond the Chumming Exercise -- Chapter 15. Don't Call Them Objections -- Part VI. Assessment: Zero Hour -- and Beyond -- Chapter 16. Pre-Call Planning and Rehearsal -- Chapter 17. Assessing the Call -- Chapter 18. Selling Beyond the Close.".
- catalog extent "viii, 374 p. :".
- catalog identifier "0446674494".
- catalog issued "1999".
- catalog issued "c1999.".
- catalog language "eng".
- catalog publisher "New York : Warner Books,".
- catalog subject "658.85 21".
- catalog subject "HF5438.25 .H45 1999".
- catalog subject "Selling.".
- catalog tableOfContents "Foreword / John Philip Coghlan -- Part I. "No Sell" Selling -- Chapter 1. Why Your Customers Really Buy -- Chapter 2. How Your Customers Make Buying Decisions -- Chapter 3. What We're Striving for: Win-Win -- Chapter 4. Life Beyond the Product Pitch -- Part II. Getting Started: Four Questions to Ask Yourself Before You Make the Call -- Chapter 5. Why Am I Here? -- Chapter 6. What Do I Want the Customer to Do? -- Chapter 7. Why Should the Customer See Me? -- Chapter 8. Do I Have Credibility? -- Part III. The Sales Call: Getting Information -- Chapter 9. Learning to Listen -- Chapter 10. The Five Question Types -- Chapter 11. Establishing Superb Communication -- Part IV. The Sales Call: Giving Information -- Chapter 12. The Importance of Differentiation -- Chapter 13. Using the Joint Venture Approach -- Part V. The Sales Call: Getting Commitment -- Chapter 14. Beyond the Chumming Exercise -- Chapter 15. Don't Call Them Objections -- Part VI. Assessment: Zero Hour -- and Beyond -- Chapter 16. Pre-Call Planning and Rehearsal -- Chapter 17. Assessing the Call -- Chapter 18. Selling Beyond the Close.".
- catalog title "The new conceptual selling : the most effective and proven method for face-to-face sales planning, revised and updated for the 21st century / Stephen E. Heiman and Diane Sanchez, with Tad Tuleja.".
- catalog type "text".