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From contact to contract

by Booher, Dianna Daniels.
Additional authors: ebrary, Inc.
Published by : Dearborn Financial Publishing, (Chicago, IL :) Physical details: ix, 291 p.
Subject(s): Selling. | Electronic books.
Year: 2003
Online resources:
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Includes index.

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.

Electronic reproduction. Palo Alto, Calif. : ebrary, 2013. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.

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