000			02014nam a2200313Ia 4500
001			313747
005			20170126134349.0
008			120514s2013 nyu 001 0 eng
010			_a 2012017452
020			_z9780814431771
020			_a9780814431788
040			_aDLC _cDLC
041			_aspa
042			_apcc
050	0	0	_aHF5438.25 _b.W29295 2013eb
082	0	0	_a658.85 _223
100	1		_aWeinberg, Mike. _9290051
245	1	0	_aNew sales _h[electronic resource] _bsimplified the essential handbook for prospecting and new business development _cby Mike Weinberg ; foreword by S. Anthony Iannarino.
260			_aNew York _bAmerican Management Association _cc2013.
300			_a1 online (xx, 220 p.) _c24 cm.
505	0		_aForeword / 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.
590			_aeigm 06/2013
650		0	_aSelling _9167771 _2Local
650		0	_aNew business enterprises _9142320 _2Local
650		0	_aBusiness planning _967271 _2Local
655	0	7	_aElectronic books _2local _991167 _2Local
856	7		_3Bibliographic record display _uhttp://site.ebrary.com/lib/pucpr/docDetail.action?docID=10599087 _zPresione para acceder el libro en línea.
942			_c7 _hHF5438.25 _m.W29295 2013eb
999			_c231465 _d231465