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· 분류 : 외국도서 > 경제경영 > 일반
· ISBN : 9780857082565
· 쪽수 : 208쪽
· 출판일 : 2012-02-02
목차
Foreword xi
Introduction xv
Chapter 1: The Stuff You Hate . . . Selling 1
Chapter 2: Introducing the Target, Connect, Meet, Ask Model 15
Chapter 3: Target (Who, Which, What) 23
Who You Want to Sell to, in Which Organizations, in What Sectors
Chapter 4: Connect 39
Making an Emotional Connection to Secure at Meeting
Chapter 5: Networking 69
Business Talk for ‘Getting on with People’
Chapter 6: Small Talk 87
The Seemingly Mundane Activity at Makes a Huge Difference
Chapter 7: Following Up 107
Making the Most of the Contacts You Make – Efficiently, Effectively and Elegantly
Chapter 8: Meet 125
Making the Most of the Encounter and Ensuring You Keep in Control
Chapter 9: Ask 147
You’ve Wooed and Courted with – It’s Time to Go for the Kiss
Epilogue 167
Acknowledgements 173
About the Author 177
Index 179
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