From contact to contract - Booher, Dianna Daniels (Chicago, IL : Dearborn Financial Publishing, 2003)
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
Includes index
Keywords: Selling