Win new business : a desktop guide / Susan Croft.

Format:

Book

Author/Creator:

Croft, Susan, 1949- author.

Language:

English

Subjects (All):

Sales management--Case studies.

Sales management.

Strategic planning--Case studies.

Strategic planning.

Physical Description:

1 online resource (202 p.)

Place of Publication:

London : Thorogood, [2002]

Language Note:

English

Summary:

This title features practical advice and techniques for winning new business from both new and existing customers. It looks at how to: analyze customer needs; build relationships; and write winning proposals. It contains real case studies.

Contents:

Contents; Introduction and acknowledgements; part one Laying the groundwork; 1. Know yourself and your competition; 2. Generating leads; 3. Creating personal and company visibility; part two Working the sales cycle; 4. Lead qualification; 5. Working the sales cycle and managing your leads; 6. The psychology of selling; part three Getting them to yes; 7. Consultative selling; 8. Writing winning proposals; 9. Winning the business beauty parade by making effective presentations; 10. Closing the business; part four Contributions and conclusions; 11. Tips from the trenches

12. From the customer's viewpointReferences

Notes:

Description based upon print version of record.

Description based on print version record.

ISBN:

1-280-17401-3

9786610174010

1-85418-598-5

1-4237-1792-9

OCLC:

182850839