Weinberg, Mike. <br/><br/>
New sales  simplified the essential handbook for prospecting and new business development  [electronic resource] 
by Mike Weinberg ; foreword by S. Anthony Iannarino. 
 - New York  American Management Association  c2013. 
 - 1 online (xx, 220 p.)  24 cm. 
<br/><br/>Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- The "not-so-sweet 16" reasons salespeople fail at new business development -- The company's responsibility for sales success -- A simple framework for developing new business -- Selecting targets : first for a reason -- Our sales weapons : what's in the arsenal? -- Your most important sales weapon -- Sharpening your sales story -- Your friend the phone -- Mentally preparing for the face-to-face sales call -- Structuring winning sales calls -- Preventing the buyer's reflex resistance to salespeople -- I thought I was supposed to make a presentation -- Planning and executing the attack -- Rants, raves, and reflections -- New business development selling is not complicated -- Index. 
<br/><br/><label>ISBN: </label>9780814431788 
<br/><br/><label>LCCN: </label>2012017452 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling<br/>New business enterprises<br/>Business planning
<br/><br/><label>Index Terms--Genre/Form: </label><br/>Electronic books
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .W29295 2013eb 
<br/><br/><label>Dewey Class. No.: </label>658.85