Rainmakers, Closers, and Other Sales Myths
Autor Arnold Tildenen Limba Engleză Paperback – 15 dec 2006
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Specificații
ISBN-13: 9780761835486
ISBN-10: 0761835482
Pagini: 131
Dimensiuni: 154 x 231 x 12 mm
Greutate: 0.23 kg
Editura: Rowman & Littlefield
ISBN-10: 0761835482
Pagini: 131
Dimensiuni: 154 x 231 x 12 mm
Greutate: 0.23 kg
Editura: Rowman & Littlefield
Notă biografică
Cuprins
Part 1 Debunking the Mythology of Selling Chapter 2 Mythology & Selling Chapter 3 Rainmakers Chapter 4 Closers Chapter 5 Schmooze Chapter 6 Field of Dreams Chapter 7 An Integrated System Not Myth Part 8 Strategy Chapter 9 Wage War¿Win Business Chapter 10 What Strategy Is & Isn't Chapter 11 Three Ways to Create Value: Three Types of Sales Chapter 12 Process Driven Selling Part 13 Structure Chapter 14 Formal Structure Chapter 15 Informal Structure Part 16 People Chapter 17 Recruit for Talent Chapter 18 The Recruiting Pipeline Chapter 19 Train for Skills Part 20 A New Myth and Plan of Action Chapter 21 The Modern Myth: Automation Chapter 22 Plan of Action Part 23 References Part 24 Index