simplified the essential handbook for prospecting and new business development Weinberg, Mike. creator text Electronic books nyu New York American Management Association c2013 2013 monographic eng spa

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electronic resource

1 online (xx, 220 p.) 24 cm. 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. by Mike Weinberg ; foreword by S. Anthony Iannarino. Selling New business enterprises Business planning HF5438.25 .W29295 2013eb 658.85 9780814431788 2012017452 http://site.ebrary.com/lib/pucpr/docDetail.action?docID=10599087 http://site.ebrary.com/lib/pucpr/docDetail.action?docID=10599087 DLC 120514 20170126134349.0 313747