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01388pamja2200241 4500 |
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0000117240_0017 |
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20171002090000.0 |
| 020 |
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|a 0814408257
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| 020 |
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|a 9780814408254
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| 090 |
0 |
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|a HF5438.25
|b .B75 2004
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| 100 |
1 |
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|a Brian Azar
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| 245 |
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|a Your Successful SalesCareer :
|b Powerful Techniques to Help You Fly Higher in Your Sales Career
|c Brian Azar, Len Foley.
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| 260 |
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|a New York, NY:
|b American Management Association,
|c c2004.
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| 300 |
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|a xiii, 224pages;
|c 23cm..
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| 504 |
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|a Includes index
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| 505 |
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|a Introduction -- Getting started -- Discovering the salesperson within -- Creating a "go" plan of action -- Finding the right job -- Getting started on the job -- Say goodbye to the old game of sales -- Getting there--the 10-step interview for sales success -- Step 1-pre-call planning -- Step 2-establishing rapport -- Step 3-finding the pain -- Step 4-budget, terms, and conditions -- Step 5-finding the decision maker -- Step 6-the review -- Step 7-the presentation -- Step 8-the reinforcement -- Step 9-the close -- Step 10-after the sale -- Staying on top -- Why sales careers plateau -- Optimize your time with client categories -- Marketing strategies for selling professionals
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| 650 |
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|a Selling
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| 650 |
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|a Customer relations
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| 700 |
1 |
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|a Len Foley
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| 999 |
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|a 0000240402
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| 999 |
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|a 0000240403
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| 999 |
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|a 0000240404
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| 999 |
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|a 0000240405
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