New Sales, Simplified: The Essential Handbook for Prospecting and New Business Development
Material type:
TextPublication details: HarperCollins Publisher India 2013 New DelhiDescription: 220pISBN: - 9781404112025
- 658.85 WEI
| Item type | Current library | Item location | Collection | Call number | Status | Date due | Barcode | Item holds | |
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Book
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NIMA Knowledge Centre | 6th Floor Reading Zone | General | 658.85 WEI (Browse shelf(Opens below)) | Available | M0035730 |
1. Introduction
2. Sales simplified and a dose of blunt truth
3. The groundwork for a simple sales model
4. The "not-so-sweet 16" reasons salespeople fail at new business development
5. The company's responsibility for sales success
6. A simple framework for developing new business
7. Selecting targets : first for a reason
8. Our sales weapons : what's in the arsenal?
9. Your most important sales weapon
10. Sharpening your sales story
11. Your friend the phone
12. Mentally preparing for the face-to-face sales call
13. Structuring winning sales calls
14. Preventing the buyer's reflex resistance to salespeople
15. I thought I was supposed to make a presentation
16. Planning and executing the attack
17. Rants, raves, and reflections
18. New business development selling is not complicated
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