Hope is not a strategy : the 6 keys to winning the complex sale (Record no. 40771)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01623nam a2200181 a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780966910247 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0966910249 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | PAG |
| 100 ## - MAIN ENTRY--AUTHOR NAME | |
| Personal name | Page, Rick. |
| 245 ## - TITLE STATEMENT | |
| Title | Hope is not a strategy : the 6 keys to winning the complex sale |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | New York : |
| Name of publisher | Nautilus Press, |
| Year of publication | ©2002. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | xii, 178 p.: |
| Other physical details | illustrations. |
| 500 ## - GENERAL NOTE | |
| General note | Including Bibliography & Index.<br/>"A simplified, six-step process to manage competitive sales and prepare your sales team for the new millennium; proven by world-class sales and consulting organizations." |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Section 1 : The Challenge - The Complex Sale.--<br/>Section 2 : The Solution - R.A.D.A.R.--<br/>Section 3 : Strategies for Execution.--<br/>Section 4 : Winning Before the Battle - Account Management. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | Part common sense, part compendium of best-kept secrets from the world's best salespeople, this book presents a simple, six-step process for winning sales opportunities by:<br/>Linking solutions to a prospect's business pain - For great value.<br/>Qualifying the prospect - For forecasting accuracy.<br/>Building competitive preference - By differentiating your solution.<br/>Determining the decision-making process - For driving strategy.<br/>Selling to power - By finding the key to buyer politics.<br/>Communicating the strategic plan - For effective team selling.<br/><br/>Page's methodology lets everyone speak the same language for fast, winning results no matter how complex the deal. No matter how many people are involved in the buying decision. No matter how rapidly the competitive landscape shifts. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Selling. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Reference Books |
| Collection code | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Full call number | Accession Number | Koha item type |
|---|---|---|---|---|---|---|---|---|---|
| Reference | Main Library | Main Library | Reference | 20/03/2012 | Donation | 2744.50 | 658.81 PAG | 012641 | Reference Books |