LEADER 03503nam 2200589 450 001 9910159443303321 005 20180327110108.0 010 $a1-63157-322-5 035 $a(CKB)3710000001018963 035 $a(BEP)4786751 035 $a(OCoLC)971245728 035 $a(CaBNVSL)swl00407080 035 $a(MiAaPQ)EBC4786751 035 $a(CaSebORM)9781631573224 035 $a(EXLCZ)993710000001018963 100 $a20170201d2017 fy 0 101 0 $aeng 135 $aurcnu|||||||| 181 $2rdacontent 182 $2rdamedia 183 $2rdacarrier 200 10$aEntrepreneurial selling $ethe facts every entrepreneur must know /$fVincent Onyemah and Martha Rivera-Pesquera 205 $aFirst edition. 210 1$aNew York, New York (222 East 46th Street, New York, NY 10017) :$cBusiness Expert Press,$d2017. 215 $a1 online resource (xv, 106 pages) 225 1 $aSelling and sales force management collection,$x2161-8917 311 $a1-63157-321-7 320 $aIncludes bibliographical references (pages 101-103) and index. 327 $aPart I. Sales, a journey and a destination -- 1. Filling the void in entrepreneurial discourse -- 2. Why selling is vital to entrepreneurship -- 3. Finding the right sales model for your business -- Part II. The selling process -- 4. Navigating your way to a yes -- 5. Managing interaction and engagement with prospective customers -- 6. Handling objections -- Part III. Avoiding the pitfalls -- 7. The forgotten prospects -- 8. Other common misconceptions -- 9. Sales challenges and responses -- 10. Parting advice -- Bibliography -- Index. 330 3 $aAddresses the unique challenges faced by entrepreneurs in search of buy-ins for novel ideas, products, or services. In addition to describing typical hurdles, it offers strategies to win over customers, employees, financiers, suppliers, board members, and other collaborators. While most books on entrepreneurship focus on the profile of entrepreneurs and startup capital, Entrepreneurial Selling sheds light on how entrepreneurs can excel at selling to obtain resources of all kinds. The success of a novel idea hinges on identifying, reaching, engaging, and convincing different stakeholders of its merits. Basically, entrepreneurship is not possible without the ability to sell. Based on multiyear field studies and many consulting projects with entrepreneurs in Africa, Asia, Europe, Latin America, Middle East, and North America, the insight contained herein should give entrepreneurs a "leg up" by helping them to prevent costly mistakes and increase the odds of realizing their dreams. Ultimately, the goal is to move beyond wishful thinking and into a strong business foundation by facilitating early reality checks that will inform productive usage of entrepreneurs' limited resources. 410 0$aSelling and sales force management collection.$x2161-8917 606 $aEntrepreneurship 606 $aSelling 610 $astakeholders 610 $aselling 610 $aresources 610 $aentrepreneurship 610 $abuy-ins 610 $aconvince 610 $aentrepreneurs 615 0$aEntrepreneurship. 615 0$aSelling. 676 $a658.421 700 $aOnyemah$b Vincent$0985348 702 $aRivera-Pesquera$b Martha 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910159443303321 996 $aEntrepreneurial selling$92252105 997 $aUNINA