| Record ID | marc_loc_2016/BooksAll.2016.part39.utf8:224527127:1546 |
| Source | Library of Congress |
| Download Link | /show-records/marc_loc_2016/BooksAll.2016.part39.utf8:224527127:1546?format=raw |
LEADER: 01546cam a2200313 i 4500
001 2012043005
003 DLC
005 20150521080818.0
008 121130s2013 nyua b 001 0 eng
010 $a 2012043005
020 $a9780071808057 (alk. paper)
020 $a0071808051 (alk. paper)
040 $aDLC$beng$cDLC$erda
042 $apcc
050 00 $aHF5438.25$b.W2765 2013
082 00 $a658.85$223
100 1 $aWalker, Gary.
245 14 $aThe CustomerCentric selling® field guide to prospecting and business development :$btechniques, tools, and exercises to win more business /$cby Gary Walker.
250 $a1 Edition.
264 1 $aNew York :$bMcGraw-Hill,$c2013.
300 $aix, 211 pages :$billustrations ;$c23 cm
336 $atext$2rdacontent
337 $aunmediated$2rdamedia
338 $avolume$2rdacarrier
504 $aIncludes bibliographical references and index.
505 0 $aIntroduction -- Getting the most out of this field guide -- Customercentric selling® primer -- What is prospecting? -- Planning : the six steps to prospecting success -- Pipeline analysis -- Preparation -- Engaging at the "point of need" -- Sales ready messaging® -- Leveraging relationships & results through social networking -- Prospecting methods -- Telephone prospecting -- Email prospecting -- Five step prospecting methodology -- Thunder & lightning -- Direct mail prospecting -- Referral prospecting -- Drip marketing -- Getting started -- Sources.
650 0 $aSelling.
650 0 $aSales management.
650 0 $aMarketing.