From contact to contract (Record no. 59527)
| 000 -LEADER | |
|---|---|
| fixed length control field | 01455nam a22003014a 4500 |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.85 |
| 100 1# - MAIN ENTRY--AUTHOR NAME | |
| Personal name | Booher, Dianna Daniels. |
| 245 10 - TITLE STATEMENT | |
| Title | From contact to contract |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | Chicago, IL : |
| Name of publisher | Dearborn Financial Publishing, |
| Year of publication | c2003. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | ix, 291 p. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Prospecting: managing your pipeline, time, and territory -- Conducting consultative conversations -- Planning presentations of your products and services -- Gaining commitment and closing -- Negotiating for long-term loyalty -- Dealing with difficult buyers -- Selling to senior executives -- Marketing yourself and generating leads -- Selling at the point of service -- Motivating yourself. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Selling. |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | http://site.ebrary.com/lib/rucke/Doc?id=10041644 |
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