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New Sales. Simplified. - 9780814431771

Un libro in lingua di Mike Weinberg Iannarino S. Anthony (FRW) edito da Amacom Books, 2012

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Weinberg, a sales hunter, former sales executive, and consultant specializing in new business development sales strategies, offers a framework for salespeople to use to acquire and keep new accounts. He shares his own success story and outlines 16 reasons salespeople fail at new business development and how executives and companies hinder success. He explains how to identify and select strategic target accounts that give the best chance of winning; build the arsenal of sales weapons, namely the sales story, proactive telephone call, and face-to-face sales call; understand what causes buyers to resist and alter the approach to overcome that resistance; and plan and execute the sales attack. Annotation ©2012 Book News, Inc., Portland, OR (booknews.com)

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