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230704 ||| eng |
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|a 9781265225490
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|a 1265225494
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4 |
|a HF5438.25
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|a Salman, Rana
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|a Sales essentials
|b the tools you need at every stage to close more deals and crush your quota
|c Rana Salman
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|a 1 Edition
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|a New York
|b McGraw Hill
|c 2023
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|a xv, 310 pages
|b illustrations (chiefly illustrations)
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|a Includes bibliographical references and index
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|a Cover -- Title Page -- Copyright Page -- Dedication -- Contents -- Acknowledgments -- Introduction -- PART I THE ESSENTIALS -- 1 The Heart of Sales -- 2 The Challenges of Sales -- 3 Characteristics of Successful Salespeople -- PART II THE ESSENTIALS APPLIED -- Sales Self-Assessment -- BEFORE THE SALE -- 4 Know Your Product -- 5 Build Your Social Presence -- 6 Be Diligent About Prospecting -- 7 Prepare for the Discovery Meeting -- DURING THE SALE -- 8 Make a Positive First Impression -- 9 Manage the Discovery Meeting -- 10 Communicate Your Solution Effectively -- 11 Learn the Art of Collaborative Selling -- 12 Close the Sale -- AFTER THE SALE -- 13 Set Up Accounts for Success -- 14 Analyze the Sales Process -- 15 Leverage the Account for Additional Opportunities -- PART III BEYOND THE ESSENTIALS -- 16 Dealing with Rejection -- 17 Protecting Your Mental Health -- 18 Embracing Your Career in Sales -- Sales Essentials Toolkit -- Exercise Answer Key -- Notes -- Index
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|a Vente
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|a selling / aat
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|a Marketing
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|a Selling / http://id.loc.gov/authorities/subjects/sh85119819
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|a Marketing / fast
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|a marketing / aat
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|a Selling / fast
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| 653 |
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|a Marketing / http://id.loc.gov/authorities/subjects/sh85081333
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|a eng
|2 ISO 639-2
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| 989 |
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|b OREILLY
|a O'Reilly
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|a McGraw Hill's business essentials
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| 776 |
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|z 1265225494
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|z 9781265224448
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|z 9781265225490
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|u https://learning.oreilly.com/library/view/~/9781265225490/?ar
|x Verlag
|3 Volltext
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|a 658
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|a 381
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|a 381/.106
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|a "With so much focus put into making a sale, many professionals find they need help improving the crucial points that come before and after the sale. In Sales Essentials, you'll find the comprehensive, up-to-date information you need to improve your skills at every point of the sales process before, during, and after to ensure you've mastered all the tools you need to further your career"--
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