Win new business :: a desktop guide /
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.
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
London :
Thorogood,
©2002.
|
| Schlagworte: | |
| Online-Zugang: | DE-862 DE-863 |
| Zusammenfassung: | 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. |
| Beschreibung: | 1 online resource (ix, 181 pages) |
| Bibliographie: | Includes bibliographical references. |
| ISBN: | 1423717929 9781423717928 1854185985 9781854185983 1280174013 9781280174018 9786610174010 6610174016 |
Internformat
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| 245 | 1 | 0 | |a Win new business : |b a desktop guide / |c Susan Croft. |
| 260 | |a London : |b Thorogood, |c ©2002. | ||
| 300 | |a 1 online resource (ix, 181 pages) | ||
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| 504 | |a Includes bibliographical references. | ||
| 520 | |a 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. | ||
| 505 | 0 | |a 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. | |
| 588 | 0 | |a Print version record. | |
| 650 | 0 | |a Sales management |v Case studies. | |
| 650 | 0 | |a Strategic planning |v Case studies. | |
| 650 | 6 | |a Ventes |x Gestion |v Études de cas. | |
| 650 | 6 | |a Planification stratégique |v Études de cas. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Sales & Selling |x Management. |2 bisacsh | |
| 650 | 7 | |a Sales management |2 fast | |
| 650 | 7 | |a Strategic planning |2 fast | |
| 655 | 7 | |a Case studies |2 fast | |
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| _version_ | 1826941560596463616 |
| adam_text | |
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| author | Croft, Susan, 1949- |
| author_GND | http://id.loc.gov/authorities/names/nb2004017251 |
| author_facet | Croft, Susan, 1949- |
| author_role | |
| author_sort | Croft, Susan, 1949- |
| author_variant | s c sc |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | H - Social Science |
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| 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. |
| ctrlnum | (OCoLC)61226724 |
| dewey-full | 658.81 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.81 |
| dewey-search | 658.81 |
| dewey-sort | 3658.81 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| genre | Case studies fast |
| genre_facet | Case studies |
| id | ZDB-4-EBA-ocm61226724 |
| illustrated | Not Illustrated |
| indexdate | 2025-03-18T14:14:03Z |
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| isbn | 1423717929 9781423717928 1854185985 9781854185983 1280174013 9781280174018 9786610174010 6610174016 |
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| spelling | Croft, Susan, 1949- https://id.oclc.org/worldcat/entity/E39PCjqCtytRrFWCTRy6787kcP http://id.loc.gov/authorities/names/nb2004017251 Win new business : a desktop guide / Susan Croft. London : Thorogood, ©2002. 1 online resource (ix, 181 pages) text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes bibliographical references. 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. 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. Print version record. Sales management Case studies. Strategic planning Case studies. Ventes Gestion Études de cas. Planification stratégique Études de cas. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Sales management fast Strategic planning fast Case studies fast has work: Win new business (Text) https://id.oclc.org/worldcat/entity/E39PCGjwKCCpGCQKk4Q7vYcJj3 https://id.oclc.org/worldcat/ontology/hasWork Print version: Croft, Susan, 1949- Win new business. London : Thorogood, ©2002 1854182900 (OCoLC)51907689 |
| spellingShingle | Croft, Susan, 1949- Win new business : a desktop guide / 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. Sales management Case studies. Strategic planning Case studies. Ventes Gestion Études de cas. Planification stratégique Études de cas. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Sales management fast Strategic planning fast |
| title | Win new business : a desktop guide / |
| title_auth | Win new business : a desktop guide / |
| title_exact_search | Win new business : a desktop guide / |
| title_full | Win new business : a desktop guide / Susan Croft. |
| title_fullStr | Win new business : a desktop guide / Susan Croft. |
| title_full_unstemmed | Win new business : a desktop guide / Susan Croft. |
| title_short | Win new business : |
| title_sort | win new business a desktop guide |
| title_sub | a desktop guide / |
| topic | Sales management Case studies. Strategic planning Case studies. Ventes Gestion Études de cas. Planification stratégique Études de cas. BUSINESS & ECONOMICS Sales & Selling Management. bisacsh Sales management fast Strategic planning fast |
| topic_facet | Sales management Case studies. Strategic planning Case studies. Ventes Gestion Études de cas. Planification stratégique Études de cas. BUSINESS & ECONOMICS Sales & Selling Management. Sales management Strategic planning Case studies |
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