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- 2009030106 contributor B11429064.
- 2009030106 contributor B11429065.
- 2009030106 created "2009.".
- 2009030106 date "2009".
- 2009030106 date "2009.".
- 2009030106 dateCopyrighted "2009.".
- 2009030106 description "Includes bibliographical references and index.".
- 2009030106 description "The personality of a salesperson -- How beliefs and values impact sales success -- Performance and selling -- Continually improve through self-coaching -- The sales process as a tool for improvement -- Making the most of your time -- Planning for success -- Setting the right goals -- Managing sales information -- Credibility and rapport : the foundations of effective influencing -- Managing your state being confident whenever you want -- Ask the right questions -- Listen and learn -- Negotiate collaboratively -- How do you sell? -- The modern buyer -- Prospect with purpose -- Initial meeting(s) with prospect -- Identifying what the prospect wants and needs -- Appealing to the customer -- Writing great sales proposals -- Preparing winning pitches -- Persuasive delivery -- Making the most of objections -- Closing and commitment -- The value of a customer -- Managing the relationship -- Your priorities in managing customers.".
- 2009030106 extent "p. cm.".
- 2009030106 identifier "9780273726463 (pbk. : alk. paper)".
- 2009030106 issued "2009".
- 2009030106 issued "2009.".
- 2009030106 language "eng".
- 2009030106 publisher "Harlow, England ; New York : Financial Times,".
- 2009030106 subject "658.85 22".
- 2009030106 subject "HF5438.25 .C365 2009".
- 2009030106 subject "Sales personnel.".
- 2009030106 subject "Selling.".
- 2009030106 subject "Success in business.".
- 2009030106 tableOfContents "The personality of a salesperson -- How beliefs and values impact sales success -- Performance and selling -- Continually improve through self-coaching -- The sales process as a tool for improvement -- Making the most of your time -- Planning for success -- Setting the right goals -- Managing sales information -- Credibility and rapport : the foundations of effective influencing -- Managing your state being confident whenever you want -- Ask the right questions -- Listen and learn -- Negotiate collaboratively -- How do you sell? -- The modern buyer -- Prospect with purpose -- Initial meeting(s) with prospect -- Identifying what the prospect wants and needs -- Appealing to the customer -- Writing great sales proposals -- Preparing winning pitches -- Persuasive delivery -- Making the most of objections -- Closing and commitment -- The value of a customer -- Managing the relationship -- Your priorities in managing customers.".
- 2009030106 title "Brilliant selling : what the best sales people know, do and say / Jeremy Cassell, Tom Bird.".
- 2009030106 type "text".