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999por Goldner, Paul S.Tabla de Contenidos: “…Intro -- Contents -- Introduction: So You Want to Be a Sales Professional -- PART I: World-Class Sales Planning -- Chapter 1 Prospecting Plans: Keeping the Pipeline Full -- Planning Is a Natural Part of Living -- You Are the CEO of Your Own Territory -- Sales Planning Essentials -- Your Prospecting Business Plan -- Final Thoughts -- Chapter 2 Territory Plans: The Heart of the Sales Planning Process -- The Large-Account Strategy -- How the Large-Account Strategy Works -- Implementing the Large-Account Strategy -- Going from Here -- Chapter 3 Account Plans: The Third Leg of the Triple Crown -- Your Account Plan -- The Account Development Cycle -- The Sales Discovery Process -- The Triple Crown Winner -- PART II: High-Performance Sales Execution -- Chapter 4 Prospecting: Eliminating the Peaks and Valleys of Selling -- Stay Current! …”
Publicado 2010
Libro electrónico -
1000
