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Biblioteca

MARC Lista (tabellare)
Knock your socks off prospecting [[electronic resource] ] : how to cold call, get qualified leads, and make more money / / by William "Skip" Miller & Ron Zemke
Knock your socks off prospecting [[electronic resource] ] : how to cold call, get qualified leads, and make more money / / by William "Skip" Miller & Ron Zemke
Autore Miller William <1955->
Pubbl/distr/stampa New York, : AMACOM, c2005
Descrizione fisica 1 online resource (175 p.)
Disciplina 658.8/72
Altri autori (Persone) ZemkeRon
Soggetto topico Telephone selling
Selling
Soggetto genere / forma Electronic books.
ISBN 1-281-12701-9
9786611127015
0-8144-2871-1
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Gee, ma, do i hafta? -- Make money easier -- It's all about them -- Turn strangers into customers -- The ole' numbers game -- A winning formula -- Time management I: the proactive sales matrix -- Time management II: the power hour -- Speak the customer's language -- Sell to their values, not yours -- Don't sell stuff, sell solutions -- You sell change -- Execution: the true art of the sale -- Your 30-second speech -- 30-second variations: the opening -- 30-second variations: WIIFM -- Summary and flip -- leaving a message -- Own the process -- Who's driving -- Transfer of ownership: internal and external dragons -- It's about time -- Summary, bridge, pull -- Handling no: which no is that? -- Call #2: second 30-second speech -- Trip-Tik -- Two paths: value vs. solution -- Putting the cart before the horse -- It's all about you.
Record Nr. UNINA-9910450348803321
Miller William <1955->  
New York, : AMACOM, c2005
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Knock your socks off prospecting [[electronic resource] ] : how to cold call, get qualified leads, and make more money / / by William "Skip" Miller & Ron Zemke
Knock your socks off prospecting [[electronic resource] ] : how to cold call, get qualified leads, and make more money / / by William "Skip" Miller & Ron Zemke
Autore Miller William <1955->
Pubbl/distr/stampa New York, : AMACOM, c2005
Descrizione fisica 1 online resource (175 p.)
Disciplina 658.8/72
Altri autori (Persone) ZemkeRon
Soggetto topico Telephone selling
Selling
ISBN 1-281-12701-9
9786611127015
0-8144-2871-1
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Gee, ma, do i hafta? -- Make money easier -- It's all about them -- Turn strangers into customers -- The ole' numbers game -- A winning formula -- Time management I: the proactive sales matrix -- Time management II: the power hour -- Speak the customer's language -- Sell to their values, not yours -- Don't sell stuff, sell solutions -- You sell change -- Execution: the true art of the sale -- Your 30-second speech -- 30-second variations: the opening -- 30-second variations: WIIFM -- Summary and flip -- leaving a message -- Own the process -- Who's driving -- Transfer of ownership: internal and external dragons -- It's about time -- Summary, bridge, pull -- Handling no: which no is that? -- Call #2: second 30-second speech -- Trip-Tik -- Two paths: value vs. solution -- Putting the cart before the horse -- It's all about you.
Record Nr. UNINA-9910783444603321
Miller William <1955->  
New York, : AMACOM, c2005
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / / by William "Skip" Miller & Ron Zemke
Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / / by William "Skip" Miller & Ron Zemke
Autore Miller William <1955->
Edizione [1st ed.]
Pubbl/distr/stampa New York, : AMACOM, c2005
Descrizione fisica 1 online resource (175 p.)
Disciplina 658.8/72
Altri autori (Persone) ZemkeRon
Soggetto topico Telephone selling
Selling
ISBN 1-281-12701-9
9786611127015
0-8144-2871-1
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Gee, ma, do i hafta? -- Make money easier -- It's all about them -- Turn strangers into customers -- The ole' numbers game -- A winning formula -- Time management I: the proactive sales matrix -- Time management II: the power hour -- Speak the customer's language -- Sell to their values, not yours -- Don't sell stuff, sell solutions -- You sell change -- Execution: the true art of the sale -- Your 30-second speech -- 30-second variations: the opening -- 30-second variations: WIIFM -- Summary and flip -- leaving a message -- Own the process -- Who's driving -- Transfer of ownership: internal and external dragons -- It's about time -- Summary, bridge, pull -- Handling no: which no is that? -- Call #2: second 30-second speech -- Trip-Tik -- Two paths: value vs. solution -- Putting the cart before the horse -- It's all about you.
Record Nr. UNINA-9910829298803321
Miller William <1955->  
New York, : AMACOM, c2005
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
More proactive sales management [[electronic resource] ] : avoid the mistakes even great sales managers make--and get extraordinary results / / William "Skip" Miller
More proactive sales management [[electronic resource] ] : avoid the mistakes even great sales managers make--and get extraordinary results / / William "Skip" Miller
Autore Miller William <1955->
Pubbl/distr/stampa New York, : American Management Association, c2009
Descrizione fisica 1 online resource (235 p.)
Disciplina 658.8
658.8/1
658.81
Soggetto topico Sales management
Selling
Soggetto genere / forma Electronic books.
ISBN 1-282-03264-X
9786612032646
0-8144-1091-X
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto CONTENTS; PREFACE; ACKNOWLEDGMENTS; INTRODUCTION; PART 1 INTERNAL TEAM DECISIONS; PART 2 UPWARD DECISIONS; PART 3 SALES DECISIONS; PART 4 INFRASTRUCTURE DECISIONS; PART 5 SELF DECISIONS; EPILOGUE AND CALL TO ACTION; INDEX
Record Nr. UNINA-9910454265803321
Miller William <1955->  
New York, : American Management Association, c2009
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
More proactive sales management [[electronic resource] ] : avoid the mistakes even great sales managers make--and get extraordinary results / / William "Skip" Miller
More proactive sales management [[electronic resource] ] : avoid the mistakes even great sales managers make--and get extraordinary results / / William "Skip" Miller
Autore Miller William <1955->
Pubbl/distr/stampa New York, : American Management Association, c2009
Descrizione fisica 1 online resource (235 p.)
Disciplina 658.8
658.8/1
658.81
Soggetto topico Sales management
Selling
ISBN 1-282-03264-X
9786612032646
0-8144-1091-X
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto CONTENTS; PREFACE; ACKNOWLEDGMENTS; INTRODUCTION; PART 1 INTERNAL TEAM DECISIONS; PART 2 UPWARD DECISIONS; PART 3 SALES DECISIONS; PART 4 INFRASTRUCTURE DECISIONS; PART 5 SELF DECISIONS; EPILOGUE AND CALL TO ACTION; INDEX
Record Nr. UNINA-9910782999703321
Miller William <1955->  
New York, : American Management Association, c2009
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
More proactive sales management : avoid the mistakes even great sales managers make--and get extraordinary results / / William "Skip" Miller
More proactive sales management : avoid the mistakes even great sales managers make--and get extraordinary results / / William "Skip" Miller
Autore Miller William <1955->
Edizione [1st ed.]
Pubbl/distr/stampa New York, : American Management Association, c2009
Descrizione fisica 1 online resource (235 p.)
Disciplina 658.8
658.8/1
658.81
Soggetto topico Sales management
Selling
ISBN 1-282-03264-X
9786612032646
0-8144-1091-X
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto CONTENTS; PREFACE; ACKNOWLEDGMENTS; INTRODUCTION; PART 1 INTERNAL TEAM DECISIONS; PART 2 UPWARD DECISIONS; PART 3 SALES DECISIONS; PART 4 INFRASTRUCTURE DECISIONS; PART 5 SELF DECISIONS; EPILOGUE AND CALL TO ACTION; INDEX
Record Nr. UNINA-9910813226703321
Miller William <1955->  
New York, : American Management Association, c2009
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
ProActive sales management : how to lead, motivate, and stay ahead of the game / / William "Skip" Miller [[electronic resource]]
ProActive sales management : how to lead, motivate, and stay ahead of the game / / William "Skip" Miller [[electronic resource]]
Autore Miller William <1955->
Pubbl/distr/stampa New York, : AMACOM, c2001
Descrizione fisica 1 online resource (xvi, 239 p. ) : ill. ;
Disciplina 658.8/1
Soggetto topico Sales management
ISBN 0-8144-2556-9
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto ; Chapter 1 ProActive Sales Manager--Defining the New Breed of Sales Manager ; 1 -- ; Chapter 2 Sales Cultures and the Ability to Communicate Them ; 25 -- ; Chapter 3 Manage the Right Things--Time and People ; 43 -- ; Chapter 4 Finding and Recruiting the Best Sales Team ; 65 -- ; Chapter 5 Corrective Action ; 129 -- ; Chapter 6 ProActive Management Skills ; 145 -- ; Chapter 7 If You Can't Measure It, Why Do It? ; 167 -- ; Chapter 8 Territory Planning, Compensation, and Rewards ; 189 -- ; Chapter 9 Sales Meetings ; 213 -- ; Chapter 10 Create the ProActive Action Plan ; 221.
Record Nr. UNINA-9910678513103321
Miller William <1955->  
New York, : AMACOM, c2001
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Proactive selling [[electronic resource] ] : control the process, win the sale / / William "Skip" Miller
Proactive selling [[electronic resource] ] : control the process, win the sale / / William "Skip" Miller
Autore Miller William <1955->
Pubbl/distr/stampa New York, : AMACOM, 2003
Descrizione fisica 1 online resource (256 p.)
Disciplina 658.85
Soggetto topico Selling - Psychological aspects
Relationship marketing
Purchasing - Decision making
Soggetto genere / forma Electronic books.
ISBN 0-8144-2702-2
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Proactive selling : having the right tools at the right time to be a step ahead -- Homework before the sale -- Initiate -- How to begin and end every sales call -- Educate the customer : two-way learning -- Qualify throughout the sale how salespeople and sales mangers should spend their time -- Validate -- Justify -- The skill of closing the deal -- Applying the proactive selling process -- Managing the proactive selling process.
Record Nr. UNINA-9910455662903321
Miller William <1955->  
New York, : AMACOM, 2003
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Proactive selling [[electronic resource] ] : control the process, win the sale / / William "Skip" Miller
Proactive selling [[electronic resource] ] : control the process, win the sale / / William "Skip" Miller
Autore Miller William <1955->
Pubbl/distr/stampa New York, : AMACOM, 2003
Descrizione fisica 1 online resource (256 p.)
Disciplina 658.85
Soggetto topico Selling - Psychological aspects
Relationship marketing
Purchasing - Decision making
ISBN 0-8144-2702-2
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Proactive selling : having the right tools at the right time to be a step ahead -- Homework before the sale -- Initiate -- How to begin and end every sales call -- Educate the customer : two-way learning -- Qualify throughout the sale how salespeople and sales mangers should spend their time -- Validate -- Justify -- The skill of closing the deal -- Applying the proactive selling process -- Managing the proactive selling process.
Record Nr. UNINA-9910780185103321
Miller William <1955->  
New York, : AMACOM, 2003
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Proactive selling : control the process, win the sale / / William "Skip" Miller
Proactive selling : control the process, win the sale / / William "Skip" Miller
Autore Miller William <1955->
Edizione [1st ed.]
Pubbl/distr/stampa New York, : AMACOM, 2003
Descrizione fisica 1 online resource (256 p.)
Disciplina 658.85
Soggetto topico Selling - Psychological aspects
Relationship marketing
Purchasing - Decision making
ISBN 0-8144-2702-2
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Proactive selling : having the right tools at the right time to be a step ahead -- Homework before the sale -- Initiate -- How to begin and end every sales call -- Educate the customer : two-way learning -- Qualify throughout the sale how salespeople and sales mangers should spend their time -- Validate -- Justify -- The skill of closing the deal -- Applying the proactive selling process -- Managing the proactive selling process.
Record Nr. UNINA-9910809435803321
Miller William <1955->  
New York, : AMACOM, 2003
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui