000			01792cam a22002895a 4500
001			17296573
005			20180326122032.0
008			120514t2013 nyu fr 001 0 eng d
010			_a 2012017452
020			_a9780814431771
040			_aDLC _beng _cDLC _dEG-ScBUE
082	0	4	_a658.85 _bWEI _222
100	1		_aWeinberg, Mike, _d1967- _939981
245	1	0	_aNew sales : _bsimplified : the essential handbook for prospecting and new business development / _cby Mike Weinberg ; foreword by S. Anthony Iannarino.
260			_aNew York : _bAmerican Management Association, _cc.2013.
300			_axx, 220 p. ; _c24 cm.
500			_aIncludes index.
505	0		_aForeword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- The "not-so-sweet 16" reasons salespeople fail at new business development -- The company's responsibility for sales success -- A simple framework for developing new business -- Selecting targets : first for a reason -- Our sales weapons : what's in the arsenal? -- Your most important sales weapon -- Sharpening your sales story -- Your friend the phone -- Mentally preparing for the face-to-face sales call -- Structuring winning sales calls -- Preventing the buyer's reflex resistance to salespeople -- I thought I was supposed to make a presentation -- Planning and executing the attack -- Rants, raves, and reflections -- New business development selling is not complicated -- Index.
650		7	_aSelling. _2BUEsh
650		7	_aBusiness planning. _2BUEsh
650		7	_aNew business enterprises. _2BUEsh
651			_2BUEsh
653			_bBUSADM _cMarch2018
655			_vReading book _934232
700	1		_aIannarino, S. Anthony, _eauthor of introduction, etc.
942			_2ddc
999			_c26407 _d26379