| 000 | 02657cam a2200409 i 4500 | ||
|---|---|---|---|
| 001 | 17787541 | ||
| 005 | 20230801144821.0 | ||
| 008 | 130621s2014 nyua 000 0 eng | ||
| 010 | _a 2013023063 | ||
| 020 | _a9780071773072 (hardback : alk. paper) | ||
| 020 | _a007177307X | ||
| 040 |
_aCLRC _beng _cCLRC _erda _dDLC _6CLRC |
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| 042 | _apcc | ||
| 050 | 0 | 0 |
_aHF5438.25 _b.R43 2014 |
| 082 | 0 | 0 |
_a658.85 _223 |
| 084 |
_aBUS058000 _2bisacsh |
||
| 100 | 1 |
_aRead, Nicholas A. C. _935085 |
|
| 245 | 1 | 0 |
_aTarget opportunity selling : _btop sales performers reveal what really works / _cNicholas A.C. Read.-- |
| 260 | _aMcGraw-Hill | ||
| 264 | 1 |
_aNew York : _bMcGraw-Hill Education, _c[2014] |
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| 264 | 4 | _c©2014 | |
| 300 |
_axii, 316 pages : _billustrations ; _c24 cm |
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| 336 |
_atext _2rdacontent |
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| 337 |
_aunmediated _2rdamedia |
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| 338 |
_avolume _2rdacarrier |
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| 520 |
_a"A game-changing sales model that targets opportunities in every stage of today's long-lead saleTarget Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world. Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale.Nicholas A.C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed "the business world's own Oscars" by the New York Post"-- _cProvided by publisher. |
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| 650 | 0 |
_aSelling. _935086 |
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| 650 | 0 |
_aSales management. _935087 |
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| 650 | 0 |
_aMarketing. _935088 |
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| 650 | 7 |
_aBUSINESS & ECONOMICS / Sales & Selling. _2bisacsh _935089 |
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| 856 | 4 | 2 |
_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy1313/2013023063-d.html |
| 856 | 4 | 2 |
_3Contributor biographical information _uhttp://www.loc.gov/catdir/enhancements/fy1403/2013023063-b.html |
| 906 |
_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg |
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| 942 |
_2lcc _cBK |
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| 999 |
_c89169 _d89169 |
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