|
|
|
|
| LEADER |
00000cam a2200000Ia 4500 |
| 001 |
in00006070688 |
| 006 |
m o d |
| 007 |
cr ||||||||||| |
| 008 |
170105s2017 enka o 000 0 eng d |
| 005 |
20220713133129.7 |
| 035 |
|
|
|a 1WRLDSHRocn967682041
|
| 040 |
|
|
|a YDX
|b eng
|e pn
|c YDX
|d N$T
|d EBLCP
|d N$T
|d TEFOD
|d N$T
|d OCLCF
|d OCLCQ
|d IDEBK
|d MERUC
|d UMI
|d TOH
|d OCLCQ
|d HCO
|d UKMGB
|d OCLCQ
|d UAB
|d C6I
|d OCLCQ
|d VT2
|d OCLCO
|
| 016 |
7 |
|
|a 018161779
|2 Uk
|
| 019 |
|
|
|a 967512056
|a 967826168
|a 984829456
|a 988692215
|
| 020 |
|
|
|a 1119281695
|q (electronic bk.)
|
| 020 |
|
|
|a 9781119281696
|q (electronic bk.)
|
| 020 |
|
|
|a 9781119281665
|q (electronic bk.)
|
| 020 |
|
|
|a 1119281660
|q (electronic bk.)
|
| 020 |
|
|
|z 1119281660
|
| 020 |
|
|
|z 9781119274162
|
| 035 |
|
|
|a (OCoLC)967682041
|z (OCoLC)967512056
|z (OCoLC)967826168
|z (OCoLC)984829456
|z (OCoLC)988692215
|
| 037 |
|
|
|a 4752FC29-CD43-48B2-86E2-699C381833AB
|b OverDrive, Inc.
|n http://www.overdrive.com
|
| 050 |
|
4 |
|a HD62.5
|
| 082 |
0 |
4 |
|a 658.11
|2 23
|
| 049 |
|
|
|a TXMM
|
| 100 |
1 |
|
|a Stuchbury, Stewart,
|e author.
|
| 245 |
1 |
0 |
|a Winning new business for dummies /
|c by Stewart Stuchbury.
|
| 246 |
3 |
0 |
|a Winning new business
|
| 264 |
|
1 |
|a Chichester, West Sussex, United Kingdom :
|b John Wiley & Sons, Ltd.,
|c 2017.
|
| 300 |
|
|
|a 1 online resource :
|b illustrations
|
| 336 |
|
|
|a text
|b txt
|2 rdacontent
|
| 337 |
|
|
|a computer
|b c
|2 rdamedia
|
| 338 |
|
|
|a online resource
|b cr
|2 rdacarrier
|
| 490 |
1 |
|
|a For dummies
|
| 505 |
0 |
|
|a Title Page; Copyright Page; Table of Contents; Introduction; About This Book; Foolish Assumptions; Icons Used in This Book; Beyond the Book; Where to Go from Here; Part 1 Getting Started with Winning New Business; Chapter 1 Introducing a Winning New Business Culture; Focusing on New Business Fundamentals; Understanding your solution; Examining the elements of winning new business; Knowing that new business is a company's heartbeat; Seeing new business as a science; Walking through the Steps of Winning New Business; Recognizing What You Need to Win New Business; Involving everyone.
|
| 505 |
8 |
|
|a Establishing success criteriaTaking time to get up to speed; Rewarding New Business Success; Balancing risk versus reward; Motivating new business behavior; Managing a house account; Doing the right thing; Chapter 2 Having Something Relevant to Say; Knowing Your Subject; Being perceived as an expert; Using the power of case studies; Using statistics and anecdotal evidence; Focusing on the big picture; Knowing Your Audience; Performing and applying research; Understanding clients' problem areas; Displaying empathy; Solving problems, not making friends; Perfecting Your Tone of Voice.
|
| 505 |
8 |
|
|a Being your company's mouthpieceUnderstanding the importance of words; Developing your own style; Recognizing the Power of Silence; Listening twice as much as you speak; Engaging in active listening; Making sure you don't talk yourself out of a sale; Chapter 3 Making First Impressions Count; Being Professional and in Control; Understanding the basics: Time, communication, and dress; Making the client important; Taking control; Setting expectations; Establishing trust; Having your time valued; Recognizing the Importance of Preparation; Agreeing on the objectives; Setting the agenda.
|
| 505 |
8 |
|
|a Using research (or not)Answering frequently asked questions; Following Up to Maintain the Good Impression You've Made; Keeping commitments; Defining the ground rules; Owning the next stages; Dealing with the Unexpected; Chapter 4 Using Technology to Help; Understanding the Role of Technology in€Winning New Business; Driving the sales process; Researching prospects; Helping with qualification; Keeping on top of everything; Adjusting to Technology in Your Business; Everyone needs to buy in; Technology is not a cure-all; Don't hide behind technology; Distinguishing between Different Selling Aids.
|
| 505 |
8 |
|
|a Prospecting toolsPresenting tools; Recording tools; Part 2 Planning for New Business; Chapter 5 Presenting Solutions; Being Solution Oriented; Understanding the prospect's problem; Thinking outside the box; Thinking Like Your Prospect; Understanding the prospect's view of risk; Mitigating the perception of risk; Structuring your solution in the prospect's terms; Considering All the Angles; Changing the rules; Focusing on the real problem; Using existing resources; Chapter 6 Marketing Matters; Understanding the Role of Marketing in€Winning New Business; Harnessing the power of the brand.
|
| 590 |
|
|
|a O'Reilly Online Learning Platform: Academic Edition (SAML SSO Access)
|
| 650 |
|
0 |
|a New business enterprises.
|
| 650 |
|
0 |
|a Entrepreneurship.
|
| 650 |
|
0 |
|a Success in business.
|
| 730 |
0 |
|
|a WORLDSHARE SUB RECORDS
|
| 830 |
|
0 |
|a --For dummies.
|
| 856 |
4 |
0 |
|u https://go.oreilly.com/middle-tennessee-state-university/library/view/-/9781119274162/?ar
|z CONNECT
|3 O'Reilly
|t 0
|
| 949 |
|
|
|a ho0
|
| 994 |
|
|
|a 92
|b TXM
|
| 998 |
|
|
|a wi
|d z
|
| 999 |
f |
f |
|s b43496e8-6e57-4223-a265-036da7f0717e
|i a637cd90-0fb9-4603-96d3-bba0803ae9bb
|t 0
|
| 952 |
f |
f |
|a Middle Tennessee State University
|b Main
|c James E. Walker Library
|d Electronic Resources
|t 0
|e HD62.5
|h Library of Congress classification
|
| 856 |
4 |
0 |
|3 O'Reilly
|t 0
|u https://go.oreilly.com/middle-tennessee-state-university/library/view/-/9781119274162/?ar
|z CONNECT
|
