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Author Croft, Susan, 1949-
Title Win new business : a desktop guide / Susan Croft.
Imprint London : Thorogood, ©2002.

Author Croft, Susan, 1949-
Subject Sales management -- Case studies.
Strategic planning -- Case studies.
Genre/Form Electronic books.
Case studies.
Description 1 online resource (ix, 181 pages)
Bibliography Note Includes bibliographical references.
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 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.
Note Print version record.
ISBN 1423717929 (electronic bk.)
9781423717928 (electronic bk.)
OCLC # 61226724
Additional Format Print version: Croft, Susan, 1949- Win new business. London : Thorogood, ©2002 1854182900 (OCoLC)51907689