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- 2010024044 contributor B11765416.
- 2010024044 created "c2011.".
- 2010024044 date "2011".
- 2010024044 date "c2011.".
- 2010024044 dateCopyrighted "c2011.".
- 2010024044 description "Recognizing the hidden opportunity to increase your close rate -- Discover the benefits of successfully debriefing with prospects -- Understand the postdecision mind-set of the prospect -- Recognize how salespeople can inhibit the feedback process -- Self diagnosing your sales effectiveness through postdecision debriefs with prospects -- Design a prospect debrief questionnaire -- Utilize proven interviewing techniques for conducting debrief calls -- Identify and analyze your win/loss trends -- Leveraging what you've learned -- Benchmark your feedback -- Implement the right techniques to increase your close rate.".
- 2010024044 extent "xxii, 218 p. :".
- 2010024044 identifier "0071718117 (alk. paper)".
- 2010024044 identifier "9780071718110 (alk. paper)".
- 2010024044 issued "2011".
- 2010024044 issued "c2011.".
- 2010024044 language "eng".
- 2010024044 publisher "New York : McGraw-Hill,".
- 2010024044 subject "658.85 22".
- 2010024044 subject "HF5438.25 .S337 2011".
- 2010024044 subject "Sales personnel Training of.".
- 2010024044 subject "Selling Study and teaching.".
- 2010024044 subject "Selling.".
- 2010024044 tableOfContents "Recognizing the hidden opportunity to increase your close rate -- Discover the benefits of successfully debriefing with prospects -- Understand the postdecision mind-set of the prospect -- Recognize how salespeople can inhibit the feedback process -- Self diagnosing your sales effectiveness through postdecision debriefs with prospects -- Design a prospect debrief questionnaire -- Utilize proven interviewing techniques for conducting debrief calls -- Identify and analyze your win/loss trends -- Leveraging what you've learned -- Benchmark your feedback -- Implement the right techniques to increase your close rate.".
- 2010024044 title "From a good sales call to a great sales call : close more by doing what you do best / Richard M. Schroder.".
- 2010024044 type "text".