Getting to "closed" /
Kaydedildi:
| Yazar: | |
|---|---|
| Materyal Türü: | Kitap |
| Dil: | English |
| Baskı/Yayın Bilgisi: |
Chicago :
Dearborn Trade,
c2002.
|
| Konular: | |
| Online Erişim: | Publisher description Contributor biographical information |
| LEADER | 02583cam a2200385 a 4500 | ||
|---|---|---|---|
| 001 | c000389416 | ||
| 003 | CARM | ||
| 005 | 20120323145443.0 | ||
| 008 | 120323s2002 ilua 001 0 eng d | ||
| 010 | |a 2002003512 | ||
| 019 | 1 | |a 23409933 |5 LACONCORD2021 | |
| 020 | |a 0793153891 (pbk.) | ||
| 035 | |a (OCoLC)49260257 |5 LACONCORD2021 | ||
| 040 | |a DLC |b eng |c DLC |d C#P |d DLC |d OrLoB-B | ||
| 042 | |a pcc | ||
| 050 | 0 | 0 | |a HF5438.25 |b .S3342 2002 |
| 082 | 0 | 4 | |a 658.81 |2 21 |
| 100 | 1 | |a Schiffman, Stephan. | |
| 245 | 1 | 0 | |a Getting to "closed" / |c Stephan Schiffman. |
| 246 | 0 | |i Subtitle on cover: |a Proven program to accelerate the sales cycle and increase commissions | |
| 260 | |a Chicago : |b Dearborn Trade, |c c2002. | ||
| 300 | |a xvii, 179 p. : |b ill. ; |c 23 cm. | ||
| 500 | |a Subtitle from cover. | ||
| 500 | |a Includes index. | ||
| 505 | 0 | |a Introduction: How This System Came About -- Pt. 1. The Fundamentals -- 1. What You're Holding in Your Hands Increases Sales -- 2. 15, 7, and 1 (And Other Useful Insights on the Sales Process) -- 3. Mastering the Sales Process -- 4. Common Questions about the Sales Process -- 5. Monitoring Your Numbers -- Pt. 2. Learning the System -- 6. Don't Wait for No -- 7. The Opportunity Column -- 8. The Closed Column -- 9. The First Appointment Column -- 10. The 50 Percent Column -- 11. The 90 Percent Column -- 12. The 25 Percent Column -- 13. Reinforcing the Categories -- 14. Tracking Changes in Your Board over Time -- 15. Common Questions about the Prospect Management System -- Pt. 3. Getting Up and Running -- 16. The Art of the Board Review -- 17. Using Team Selling to Rescue Lost Sales -- 18. Forecasting -- 19. Case Study: Increasing Revenue with the Prospect Management System -- 20. Ten Principles for Sales Success -- App. A. Your Monday Morning Sales Meeting. | |
| 505 | 8 | |a App. B. Board Ranking/Questions Tool -- App. C. Contact Categorization Exercise -- App. D. Sales Scenarios -- App. E. The Prospect Board and Time Management. | |
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Sales management. | |
| 852 | 8 | |b CARM |p 0579037 |f BK | |
| 852 | 8 | |b SCAN |h A3:AF24B0 |i B11956 |p 0579037 |f BK | |
| 856 | 4 | 2 | |3 Publisher description |u http://www.loc.gov/catdir/enhancements/fy0708/2002003512-d.html |
| 856 | 4 | 2 | |3 Contributor biographical information |u http://www.loc.gov/catdir/enhancements/fy0735/2002003512-b.html |
| 999 | f | f | |i c22b710c-8480-539f-bcd7-9e4d05d42a7b |s 7d5aa1f4-9162-5add-9864-a0b8fde55a42 |
| 952 | f | f | |p Can circulate |a CAVAL |b CAVAL |c CAVAL |d CARM 1 Store |i book |m 0579037 |
| 952 | f | f | |a CAVAL |b CAVAL |c CAVAL |d Unmapped Location |e B11956 |f A3:AF24B0 |h Other scheme |