000			02996cam a2200493Ii 4500
001			u12605
003			SA-PMU
005			20210418125113.0
008			170123s2017 enka 001 0 eng d
040			_aYDX _beng _erda _cYDX _dSVP _dCLE _dOCLCF _dTOH _dNZAUC _dCCE _dJQM _dGO4 _dBYV
019			_a985011126 _a986386526 _a993886373 _a994822170 _a995581220 _a1003690826
020			_a1119274168
020			_a9781119274162
035			_a(OCoLC)969415036 _z(OCoLC)985011126 _z(OCoLC)986386526 _z(OCoLC)993886373 _z(OCoLC)994822170 _z(OCoLC)995581220 _z(OCoLC)1003690826
050		4	_aHF5438.25 _b.S768 2017
084			_aBUS058000 _2bisacsh
092			_a658.85
100	1		_aStuchbury, Stewart, _eauthor.
245	1	0	_aWinning new business / _cby Stewart Stuchbury.
246	1	4	_aWinning new business for dummies
264		1	_aWest Sussex, Chichester : _bJohn Wiley & Sons, _c2017.
300			_axiv, 333 pages : _billustrations ; _c24 cm.
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
490	1		_aFor dummies
500			_aIncludes index.
505	0		_aGetting started with winning new business. Introducing a winning new business culture ; Having something relevant to say ; Making first impressions count ; Using technology to help -- Planning for new business. Presenting solutions ; Marketing matters ; Making it easy to say yes ; Elevator pitching ; Prospecting effectively -- Making new business happen. Overcoming objections ; Structuring the deal ; Having the confidence to say no ; Asking for the order ; Understanding that "selling hard" isn't the answer ; Taking action today -- Rainmaking: developing a constant stream of new business. Reaching a win-win solution ; Networking effectively ; Managing the perception of risk ; Qualifying potential business ; Knowing when to move on ; Being realistic with forecasts -- The part of tens. Ten key metrics to watch ; Ten prospecting resources.
520			_a"New business is the lifeblood of every company - and this book expertly guides you through the process of securing more than your fair share of it. If you're a salesperson in the trenches looking for inspiration, this book offers real-life advice on improving your customer-facing skills to win more new business. The structured approach presented inside will have you walking the walk, talking the talk and closing more deals in no time!"--Publisher's description.
650		0	_aSelling.
650		0	_aSuccess in business.
650		0	_aEntrepreneurship.
650		7	_aEntrepreneurship. _2fast _0(OCoLC)fst00912787
650		7	_aSelling. _2fast _0(OCoLC)fst01111969
650		7	_aSuccess in business. _2fast _0(OCoLC)fst01137062
830		0	_a--For dummies.
938			_aBrodart _bBROD _n119087111
938			_aYBP Library Services _bYANK _n13384230
029	1		_aAU@ _b000059824384
942			_cBOOK
994			_aZ0 _bSUPMU
948			_hNO HOLDINGS IN SUPMU - 62 OTHER HOLDINGS
596			_a1 2
999			_c11372 _d11372