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- catalog abstract ""In this guide, Waterhouse shares the techniques he developed to create world-class sales teams for such leading organizations as AT & T, IBM, Xerox, Wyeth-Ayerst, Coca-Cola, and many others. Drawing upon this experience, he demonstrates the power of team selling to cut costs and increase sales, boost revenue per customer, and promote customer satisfaction." "What follows is a step-by-step tutorial on how to build, organize, lead, and contribute to a winning sales team. Illustrating his points with vignettes drawn from a wide variety of industries, Waterhouse shows team leaders and members how to conduct a well-planned, coordinated effort to satisfy the needs of a group of customer decision makers - in other words, how to win the complex sale." "Finally, Waterhouse shows you how to plan and conduct successful team sales meetings; establish and nurture a team culture; and orchestrate client presentations that demonstrate your team's professionalism, commitment, and ability to deliver on your promises."--Jacket.".
- catalog contributor b12980094.
- catalog created "c2004.".
- catalog date "2004".
- catalog date "c2004.".
- catalog dateCopyrighted "c2004.".
- catalog description ""Finally, Waterhouse shows you how to plan and conduct successful team sales meetings; establish and nurture a team culture; and orchestrate client presentations that demonstrate your team's professionalism, commitment, and ability to deliver on your promises."--Jacket.".
- catalog description ""In this guide, Waterhouse shares the techniques he developed to create world-class sales teams for such leading organizations as AT & T, IBM, Xerox, Wyeth-Ayerst, Coca-Cola, and many others. Drawing upon this experience, he demonstrates the power of team selling to cut costs and increase sales, boost revenue per customer, and promote customer satisfaction." "What follows is a step-by-step tutorial on how to build, organize, lead, and contribute to a winning sales team. Illustrating his points with vignettes drawn from a wide variety of industries, Waterhouse shows team leaders and members how to conduct a well-planned, coordinated effort to satisfy the needs of a group of customer decision makers - in other words, how to win the complex sale."".
- catalog description "1. The Power of Team Selling -- 2. Don't Use a Hammer to Build Your Team -- 3. Everyone Has a Role to Play -- 4. How to Lead a Winning Team -- 5. How to Contribute to a Winning Team -- 6. Value Selling with Teams -- 7. Team Selling Tactics -- 8. Tune Up Your Sales Team -- 9. Tools for Team Success -- 10. Strategies for Teams -- 11. Successful Team Sales Meetings -- 12. Build a Team Culture -- 13. Client Meetings and Presentations -- App. A. Troubleshooting Your Team Selling Process -- App. B. Effective Communication Strategies.".
- catalog description "Includes bibliographical references (p. 219-221) and index.".
- catalog extent "xii, 234 p. ;".
- catalog identifier "007141097X (alk. paper)".
- catalog issued "2004".
- catalog issued "c2004.".
- catalog language "eng".
- catalog publisher "New York : McGraw-Hill,".
- catalog subject "658.8/1 21".
- catalog subject "HF5438.4 .W38 2004".
- catalog subject "Sales management.".
- catalog tableOfContents "1. The Power of Team Selling -- 2. Don't Use a Hammer to Build Your Team -- 3. Everyone Has a Role to Play -- 4. How to Lead a Winning Team -- 5. How to Contribute to a Winning Team -- 6. Value Selling with Teams -- 7. Team Selling Tactics -- 8. Tune Up Your Sales Team -- 9. Tools for Team Success -- 10. Strategies for Teams -- 11. Successful Team Sales Meetings -- 12. Build a Team Culture -- 13. Client Meetings and Presentations -- App. A. Troubleshooting Your Team Selling Process -- App. B. Effective Communication Strategies.".
- catalog title "The team selling solution : creating and managing teams that win the complex sale / Steve Waterhouse.".
- catalog type "text".