| Description |
1 online resource (ix, 181 pages) |
| Physical Medium |
polychrome |
| Description |
text file |
| Bibliography |
Includes bibliographical references. |
| Summary |
This title features practical advice and techniques for winning new business from both new and existing customers. It looks at how to: analyze customer needs; build relationships; and write winning proposals. It contains real case studies. |
| Contents |
Introduction and acknowledgements; part one Laying the groundwork; 1. Know yourself and your competition; 2. Generating leads; 3. Creating personal and company visibility; part two Working the sales cycle; 4. Lead qualification; 5. Working the sales cycle and managing your leads; 6. The psychology of selling; part three Getting them to yes; 7. Consultative selling; 8. Writing winning proposals; 9. Winning the business beauty parade by making effective presentations; 10. Closing the business; part four Contributions and conclusions; 11. Tips from the trenches. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Sales management -- Case studies.
|
|
Sales management. |
| Genre/Form |
Case studies.
|
| Subject |
Strategic planning -- Case studies.
|
|
Strategic planning -- Case studies. |
| Genre/Form |
Electronic books.
|
|
Case studies.
|
| Other Form: |
Print version: Croft, Susan, 1949- Win new business. London : Thorogood, ©2002 1854182900 (OCoLC)51907689 |
| ISBN |
1423717929 (electronic book) |
|
9781423717928 (electronic book) |
|
1854185985 |
|
9781854185983 |
|
1280174013 |
|
9781280174018 |
|
