From contact to contract
By: Dianna Booher.
Publisher: Dearborn Financial Publishing; Dearborn Financial Pub.
Published: 2003
Place of publication: Chicago, IL
Language: eng
Number of pages: 291
Subjects: Selling.
Notes: Includes index.
Table of contents: title: Prospecting: managing your pipeline, time, and territory; title: Conducting consultative conversations; title: Planning presentations of your products and services; title: Gaining commitment and closing; title: Negotiating for long-term loyalty; title: Dealing with difficult buyers; title: Selling to senior executives; title: Marketing yourself and generating leads; title: Selling at the point of service; title: Motivating yourself.