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- catalog abstract ""Large companies, including ExxonMobil, AT & T, and Aetna/USHealthcare, have used the approaches in Sales Don't Just Happen with outstanding results. Small and midsize businesses, as well as entrepreneurs, have also found Schiffman's highly motivational how-to-strategies both invaluable and practical. Because of this book's straightforward style, with plenty of examples, readers will find new tactics, conversation-starters, and practical, time-tested advice that will win accounts and generate increased revenue."--Jacket.".
- catalog contributor b12944532.
- catalog created "c2002.".
- catalog date "2002".
- catalog date "c2002.".
- catalog dateCopyrighted "c2002.".
- catalog description ""Large companies, including ExxonMobil, AT & T, and Aetna/USHealthcare, have used the approaches in Sales Don't Just Happen with outstanding results. Small and midsize businesses, as well as entrepreneurs, have also found Schiffman's highly motivational how-to-strategies both invaluable and practical. Because of this book's straightforward style, with plenty of examples, readers will find new tactics, conversation-starters, and practical, time-tested advice that will win accounts and generate increased revenue."--Jacket.".
- catalog description "In which we learn the difference between selling and order taking -- In which we find out who's really playing ball with us -- In which we learn about the steps of the sales process -- In which we discover the importance of getting on the other person's radar screen -- In which we learn to aim high -- In which we learn the benefits of calling off-peak -- In which we learn the importance of being specific about what we want first from the prospect -- In which we find out how to make forward progress even when the prospect says no -- In which we learn how to make something out of nothing -- In which we learn the importance of getting a commitment before we leave the meeting -- In which we learn to use questions to move the sales cycle forward -- In which we find out new ways to wake up sleeping prospects -- In which we learn how to move up the ladder -- In which we learn the advantage of being righted -- In which we learn what to do when the person won't give us the Next Step we want -- In which we learn to emphasize what we know, not what we show -- In which we learn the ultimate standard for finding out whether prospects have moved forward in the sales cycle with us -- In which we learn why it's important to de-emphasize "prospects" who exceed our typical selling cycle -- In which we learn why it's important to take it personally when you lose a deal to the competition -- In which we learn to raise the tough issues ourselves -- In which we call in the cavalry -- In which we learn how to tell prospects when they screw up.".
- catalog extent "xvii, 187 p. :".
- catalog identifier "0793154634".
- catalog issued "2002".
- catalog issued "c2002.".
- catalog language "eng".
- catalog publisher "Chicago, IL : Dearborn Financial Pub.,".
- catalog subject "658.8/1 21".
- catalog subject "HF5438.25 .S3346 2002".
- catalog subject "Selling.".
- catalog subject "Strategic planning.".
- catalog subject "Success in business.".
- catalog tableOfContents "In which we learn the difference between selling and order taking -- In which we find out who's really playing ball with us -- In which we learn about the steps of the sales process -- In which we discover the importance of getting on the other person's radar screen -- In which we learn to aim high -- In which we learn the benefits of calling off-peak -- In which we learn the importance of being specific about what we want first from the prospect -- In which we find out how to make forward progress even when the prospect says no -- In which we learn how to make something out of nothing -- In which we learn the importance of getting a commitment before we leave the meeting -- In which we learn to use questions to move the sales cycle forward -- In which we find out new ways to wake up sleeping prospects -- In which we learn how to move up the ladder -- In which we learn the advantage of being righted -- In which we learn what to do when the person won't give us the Next Step we want -- In which we learn to emphasize what we know, not what we show -- In which we learn the ultimate standard for finding out whether prospects have moved forward in the sales cycle with us -- In which we learn why it's important to de-emphasize "prospects" who exceed our typical selling cycle -- In which we learn why it's important to take it personally when you lose a deal to the competition -- In which we learn to raise the tough issues ourselves -- In which we call in the cavalry -- In which we learn how to tell prospects when they screw up.".
- catalog title "Sales don't just happen : 26 proven strategies to increase sales in any market / Stephan Schiffman.".
- catalog type "text".