The Customer Centric selling® field guide to prospecting and business development : techniques, tools, and exercises to win more business / by Gary Walker.
Material type: TextPublisher: New York : McGraw-Hill, 2013Edition: 1 EditionDescription: ix, 211 pages : illustrations ; 23 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9780071808057 (alk. paper); 0071808051 (alk. paper); 9780071808057Subject(s): Selling | Sales management | MarketingDDC classification: 658.85 WAL LOC classification: HF5438.25 | .W2765 2013Item type | Current library | Call number | Status | Date due | Barcode | Item holds |
---|---|---|---|---|---|---|
BOOK | RELIANCE PJ Library | 658.85 WAL (Browse shelf (Opens below)) | Available | 005231 |
Includes bibliographical references and index.
Introduction -- 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.
There are no comments on this title.