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Selling big = growing your business ...

Raquet, Michael.

Selling big = growing your business within large companies /

Record Type:	Electronic resources : Monograph/item
Title/Author:	Selling big/ Michael Raquet ; foreword by Tony Alessandra.
Reminder of title:	growing your business within large companies /
Author:	Raquet, Michael.
Published:	Santa Barbara, Calif. :Praeger, : c2010.,
Description:	xv, 197 p. :ill. ; : 25 cm.;
Subject:	Selling. -
Online resource:	An electronic book in the ABC-CLIO eBooks Online database, accessible through the World Wide Web; click for information.
ISBN:	0313380015 (e-book)

Selling big = growing your business within large companies /
Raquet, Michael.

Selling biggrowing your business within large companies /[electronic resource] :Michael Raquet ; foreword by Tony Alessandra. - Santa Barbara, Calif. :Praeger,c2010. - xv, 197 p. :ill. ;25 cm.

Includes bibliographical references and index.

Client alignment : the sales approach for the 21 century -- You can't beat this system! -- Clients as guides to business development activities -- The right activities produce the right results -- Three groups make client impact -- Time and attitude adjustment -- Market research -- The account plan -- Successful account teams -- Creating leads through hunting, fishing, and farming -- Keeping track of leads -- Getting appointments -- Investigating prospects -- Navigating prospects -- Creating the vision for prospects -- Proposal-to-close activities -- Developing loyal clients.

ISBN: 0313380015 (e-book)

LCCN: 2009053917Subjects--Topical Terms:

96040
Selling.

LC Class. No.: HF5438.25 / .R37 2010

Dewey Class. No.: 658.85

Selling big = growing your business within large companies /
LDR:01590nmm 2200253 a 4500 001 152564
003 DLC
005 19991001184522.0
008 160218s2010 caua sb 001 0 eng
010 $a 2009053917
020 $a 0313380015 (e-book)
020 $a 9780313380013 (e-book)
020 $a 0313380007 (alk. paper)
020 $a 9780313380006 (alk. paper)
035 $a ABC0313380015
040 $a DLC $c DLC $d DLC
050 0 0 $a HF5438.25 $b .R37 2010
082 0 0 $a 658.85 $2 22
100 1 $a Raquet, Michael. $3 289944
245 1 0 $a Selling big $h [electronic resource] : $b growing your business within large companies / $c Michael Raquet ; foreword by Tony Alessandra.
260 $a Santa Barbara, Calif. : $c c2010. $b Praeger,
300 $a xv, 197 p. : $b ill. ; $c 25 cm.
504 $a Includes bibliographical references and index.
505 0 $a Client alignment : the sales approach for the 21 century -- You can't beat this system! -- Clients as guides to business development activities -- The right activities produce the right results -- Three groups make client impact -- Time and attitude adjustment -- Market research -- The account plan -- Successful account teams -- Creating leads through hunting, fishing, and farming -- Keeping track of leads -- Getting appointments -- Investigating prospects -- Navigating prospects -- Creating the vision for prospects -- Proposal-to-close activities -- Developing loyal clients.
650 0 $a Selling. $3 96040
650 0 $a Marketing research. $3 73245
650 0 $a Corporations. $3 278477
776 1 $c Original $z 0313380007
856 4 0 $3 Bibliographic record display $u http://ebooks.abc-clio.com/?isbn=9780313380013 $z An electronic book in the ABC-CLIO eBooks Online database, accessible through the World Wide Web; click for information.

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