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Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff
| Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff |
| Autore | Leboff Grant |
| Pubbl/distr/stampa | Hoboken, NJ, : Capstone Pub., c2007 |
| Descrizione fisica | 1 online resource (207 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Sales management
Small business - Management Selling Customer relations Relationship marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-281-13543-7
9786611135430 1-907312-20-X 1-84112-811-2 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
1 Moving Away from the Transactional Model; 2 Selling Snow to the Eskimos; 3 Putting theRelationship First; 4 Deconstructing the Myth of Benefit Selling; PART I: THE BUYER'S MOTIVATION; PART II: BENEFITS DON'T WORK; 5 Stop Using Benefits - Start Using Problem MapsTM; 6 Why the USP Stops you Selling; 7 Your Emotional Selling Point and Giving Value; 8 Building Pipeline; PART I: MANAGING THE PROCESS; PART II: ENGAGING YOUR PROSPECT; 9 Routes to Market; 10 Empowering your Buyer; 11 Understanding your Purchasers; 12 Asking Questions - the Diagnosis; PART I: THE DOCTOR/PATIENT RELATIONSHIP
PART II: THE FALLACY OF OPEN AND CLOSED QUESTIONSPART III: CLARITY USING PROBLEM MAPSTM; PART IV: PROBLEMS AND SOLUTIONS ARE NOT ENOUGH; 13 When It's Time to Talk; 14 Objections and Concerns; 15 Traditionally It's Called Closing; 16 Following Up - Continuing the Relationship; Epilogue; Index |
| Record Nr. | UNINA-9910451414403321 |
Leboff Grant
|
||
| Hoboken, NJ, : Capstone Pub., c2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff
| Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff |
| Autore | Leboff Grant |
| Pubbl/distr/stampa | Hoboken, NJ, : Capstone Pub., c2007 |
| Descrizione fisica | 1 online resource (207 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Sales management
Small business - Management Selling Customer relations Relationship marketing |
| ISBN |
1-281-13543-7
9786611135430 1-907312-20-X 1-84112-811-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
1 Moving Away from the Transactional Model; 2 Selling Snow to the Eskimos; 3 Putting theRelationship First; 4 Deconstructing the Myth of Benefit Selling; PART I: THE BUYER'S MOTIVATION; PART II: BENEFITS DON'T WORK; 5 Stop Using Benefits - Start Using Problem MapsTM; 6 Why the USP Stops you Selling; 7 Your Emotional Selling Point and Giving Value; 8 Building Pipeline; PART I: MANAGING THE PROCESS; PART II: ENGAGING YOUR PROSPECT; 9 Routes to Market; 10 Empowering your Buyer; 11 Understanding your Purchasers; 12 Asking Questions - the Diagnosis; PART I: THE DOCTOR/PATIENT RELATIONSHIP
PART II: THE FALLACY OF OPEN AND CLOSED QUESTIONSPART III: CLARITY USING PROBLEM MAPSTM; PART IV: PROBLEMS AND SOLUTIONS ARE NOT ENOUGH; 13 When It's Time to Talk; 14 Objections and Concerns; 15 Traditionally It's Called Closing; 16 Following Up - Continuing the Relationship; Epilogue; Index |
| Record Nr. | UNINA-9910777021503321 |
|
Leboff Grant
|
||
| Hoboken, NJ, : Capstone Pub., c2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff
| Sales therapy? [[electronic resource] ] : effective selling for the small business owner / / Grant Leboff |
| Autore | Leboff Grant |
| Pubbl/distr/stampa | Hoboken, NJ, : Capstone Pub., c2007 |
| Descrizione fisica | 1 online resource (207 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Sales management
Small business - Management Selling Customer relations Relationship marketing |
| ISBN |
1-281-13543-7
9786611135430 1-907312-20-X 1-84112-811-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
1 Moving Away from the Transactional Model; 2 Selling Snow to the Eskimos; 3 Putting theRelationship First; 4 Deconstructing the Myth of Benefit Selling; PART I: THE BUYER'S MOTIVATION; PART II: BENEFITS DON'T WORK; 5 Stop Using Benefits - Start Using Problem MapsTM; 6 Why the USP Stops you Selling; 7 Your Emotional Selling Point and Giving Value; 8 Building Pipeline; PART I: MANAGING THE PROCESS; PART II: ENGAGING YOUR PROSPECT; 9 Routes to Market; 10 Empowering your Buyer; 11 Understanding your Purchasers; 12 Asking Questions - the Diagnosis; PART I: THE DOCTOR/PATIENT RELATIONSHIP
PART II: THE FALLACY OF OPEN AND CLOSED QUESTIONSPART III: CLARITY USING PROBLEM MAPSTM; PART IV: PROBLEMS AND SOLUTIONS ARE NOT ENOUGH; 13 When It's Time to Talk; 14 Objections and Concerns; 15 Traditionally It's Called Closing; 16 Following Up - Continuing the Relationship; Epilogue; Index |
| Record Nr. | UNINA-9910820675503321 |
|
Leboff Grant
|
||
| Hoboken, NJ, : Capstone Pub., c2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
What you need to know about economics [[electronic resource] /] / George Buckley & Sumeet Desai
| What you need to know about economics [[electronic resource] /] / George Buckley & Sumeet Desai |
| Autore | Buckley George |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Chichester [England], : Capstone Pub., 2011 |
| Descrizione fisica | 1 online resource (306 p.) |
| Disciplina | 330 |
| Altri autori (Persone) | DesaiSumeet |
| Soggetto topico | Economics |
| Soggetto genere / forma | Electronic books. |
| ISBN |
0-85708-650-2
0-85708-125-X 1-283-17554-1 9786613175540 0-85708-122-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | What You Need to Know about Economics; CONTENTS; INTRODUCTION: What You Need to Know about Economics; CHAPTER 1: GROWTH; CHAPTER 2: INFLATION; CHAPTER 3: EMPLOYMENT; CHAPTER 4: TRADE; CHAPTER 5: MONEY; CHAPTER 6: CENTRAL BANKING; CHAPTER 7: THE PUBLIC FINANCES; CHAPTER 8: HOUSING; CONCLUSION; ACKNOWLEDGEMENTS; SOURCES; INDEX |
| Record Nr. | UNINA-9910139629503321 |
|
Buckley George
|
||
| Chichester [England], : Capstone Pub., 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
What you need to know about economics [[electronic resource] /] / George Buckley & Sumeet Desai
| What you need to know about economics [[electronic resource] /] / George Buckley & Sumeet Desai |
| Autore | Buckley George |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Chichester [England], : Capstone Pub., 2011 |
| Descrizione fisica | 1 online resource (306 p.) |
| Disciplina | 330 |
| Altri autori (Persone) | DesaiSumeet |
| Soggetto topico | Economics |
| ISBN |
0-85708-650-2
0-85708-125-X 1-283-17554-1 9786613175540 0-85708-122-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | What You Need to Know about Economics; CONTENTS; INTRODUCTION: What You Need to Know about Economics; CHAPTER 1: GROWTH; CHAPTER 2: INFLATION; CHAPTER 3: EMPLOYMENT; CHAPTER 4: TRADE; CHAPTER 5: MONEY; CHAPTER 6: CENTRAL BANKING; CHAPTER 7: THE PUBLIC FINANCES; CHAPTER 8: HOUSING; CONCLUSION; ACKNOWLEDGEMENTS; SOURCES; INDEX |
| Record Nr. | UNINA-9910830766403321 |
|
Buckley George
|
||
| Chichester [England], : Capstone Pub., 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
What you need to know about economics [[electronic resource] /] / George Buckley & Sumeet Desai
| What you need to know about economics [[electronic resource] /] / George Buckley & Sumeet Desai |
| Autore | Buckley George |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Chichester [England], : Capstone Pub., 2011 |
| Descrizione fisica | 1 online resource (306 p.) |
| Disciplina | 330 |
| Altri autori (Persone) | DesaiSumeet |
| Soggetto topico | Economics |
| ISBN |
0-85708-650-2
0-85708-125-X 1-283-17554-1 9786613175540 0-85708-122-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | What You Need to Know about Economics; CONTENTS; INTRODUCTION: What You Need to Know about Economics; CHAPTER 1: GROWTH; CHAPTER 2: INFLATION; CHAPTER 3: EMPLOYMENT; CHAPTER 4: TRADE; CHAPTER 5: MONEY; CHAPTER 6: CENTRAL BANKING; CHAPTER 7: THE PUBLIC FINANCES; CHAPTER 8: HOUSING; CONCLUSION; ACKNOWLEDGEMENTS; SOURCES; INDEX |
| Record Nr. | UNINA-9910840903603321 |
|
Buckley George
|
||
| Chichester [England], : Capstone Pub., 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Where do all the paperclips go-- and 127 other business and career conundrums [[electronic resource] /] / by Steve Coomber & Marc Woods
| Where do all the paperclips go-- and 127 other business and career conundrums [[electronic resource] /] / by Steve Coomber & Marc Woods |
| Autore | Coomber Stephen |
| Pubbl/distr/stampa | Chichester ; ; Hoboken, N.J., : Capstone Pub., 2007 |
| Descrizione fisica | 1 online resource (218 p.) |
| Disciplina | 650.1 |
| Altri autori (Persone) | WoodsMarc |
| Soggetto topico |
Vocational guidance
Career development Business Entrepreneurship Industrial management |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-281-13544-5
9786611135447 1-906465-00-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Acknowledgements; Introduction; Section 1: Learning the ropes; Section 2: Getting the job done; Section 3: Working with others; Section 4:Climbing the ladder; Section 5: Rags to riches; Section 6: Happiness and health; Section 7: Department of miscellany; Section 8: Breaking free; Index |
| Record Nr. | UNINA-9910451225103321 |
|
Coomber Stephen
|
||
| Chichester ; ; Hoboken, N.J., : Capstone Pub., 2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Where do all the paperclips go-- and 127 other business and career conundrums [[electronic resource] /] / by Steve Coomber & Marc Woods
| Where do all the paperclips go-- and 127 other business and career conundrums [[electronic resource] /] / by Steve Coomber & Marc Woods |
| Autore | Coomber Stephen |
| Pubbl/distr/stampa | Chichester ; ; Hoboken, N.J., : Capstone Pub., 2007 |
| Descrizione fisica | 1 online resource (218 p.) |
| Disciplina | 650.1 |
| Altri autori (Persone) | WoodsMarc |
| Soggetto topico |
Vocational guidance
Career development Business Entrepreneurship Industrial management |
| ISBN |
1-281-13544-5
9786611135447 1-906465-00-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Acknowledgements; Introduction; Section 1: Learning the ropes; Section 2: Getting the job done; Section 3: Working with others; Section 4:Climbing the ladder; Section 5: Rags to riches; Section 6: Happiness and health; Section 7: Department of miscellany; Section 8: Breaking free; Index |
| Record Nr. | UNINA-9910777464303321 |
|
Coomber Stephen
|
||
| Chichester ; ; Hoboken, N.J., : Capstone Pub., 2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Where do all the paperclips go-- and 127 other business and career conundrums [[electronic resource] /] / by Steve Coomber & Marc Woods
| Where do all the paperclips go-- and 127 other business and career conundrums [[electronic resource] /] / by Steve Coomber & Marc Woods |
| Autore | Coomber Stephen |
| Pubbl/distr/stampa | Chichester ; ; Hoboken, N.J., : Capstone Pub., 2007 |
| Descrizione fisica | 1 online resource (218 p.) |
| Disciplina | 650.1 |
| Altri autori (Persone) | WoodsMarc |
| Soggetto topico |
Vocational guidance
Career development Business Entrepreneurship Industrial management |
| ISBN |
1-281-13544-5
9786611135447 1-906465-00-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Acknowledgements; Introduction; Section 1: Learning the ropes; Section 2: Getting the job done; Section 3: Working with others; Section 4:Climbing the ladder; Section 5: Rags to riches; Section 6: Happiness and health; Section 7: Department of miscellany; Section 8: Breaking free; Index |
| Record Nr. | UNINA-9910808982903321 |
|
Coomber Stephen
|
||
| Chichester ; ; Hoboken, N.J., : Capstone Pub., 2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
