Short cycle selling : beating your competitors in the sales race. / Jim Kasper.
Material type: TextPublisher: New York : McGraw-Hill, c2002Description: xvi, 271 p. : ill. ; 24 cmISBN: 0071388737 (alk. paper)Subject(s): Selling | CompetitionDDC classification: 658.8/1 LOC classification: HF5438.25.K375Online resources: Contributor biographical information | Publisher descriptionItem type | Current location | Home library | Call number | Copy number | Status | Date due | Barcode |
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Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.K375 (Browse shelf) | 1 | Available | 2447/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.K3751 (Browse shelf) | 2 | Available | 2448/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.K3752 (Browse shelf) | 3 | Available | 2449/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.K3753 (Browse shelf) | 4 | Available | 2450/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.K3754 (Browse shelf) | 5 | Available | 2451/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.K3755 (Browse shelf) | 6 | Available | 2452/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.K3756 (Browse shelf) | 7 | Available | 2453/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.K3757 (Browse shelf) | 8 | Available | 2454/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.K3758 (Browse shelf) | 9 | Available | 2455/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.K3756 (Browse shelf) | 10 | Available | 2456/12 |
Includes bibliographical references (p. 263) and index.
Contents: Identify your sales cycles: Champion racers known their resources -- Size up your competition: identifying when and where to make your move -- Target selling: plan your sales race -- Get new business more quickly: race on the fastest course -- A.R.E.B.A.! the quickest track to the first appointment -- Compression objectives: a big key to winning the sales race -- Let the customer tell you how to win: its her job -- Familiarity breeds sales rece winners -- Shorten your sales cycle: using strong sales presentations, demonstrations and proposals -- Condense your sales negotiations: Jockeying for a better position near the finish line -- Eliminate road course obstacles: control the staller or objector -- S.A.F.E. closing : it means you win -- Fastest time wins: control your time and shorten your sales cycles -- Sales technology and automation -- Shortened sales cycles -- Marketing will help you finish first -- Hone your mental game: put your racing face on.
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