附註:Includes bibliographical references.
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.
摘要: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.
