Selling to VITO : the very important top officer /
Parinello, Anthony.
Selling to VITO : the very important top officer / Selling to the very important top officer Anthony Parinello. - 2nd edition - Holbrook, Mass. : Adams Media, c1999. - xix, 252 p. : ill. ; 24 cm.
PART 1. MEETING AND BECOMING VITO'S BUSINESS PARTNER
Chapter 1. The time is right
Chapter 2. Adding value to VITO's day
Chapter 3. The five keys to working with VITO
Chapter 4. A portrait of VITO
Chapter 5. Other players in the drama-and the influence and authority network
Chapter 6. The Seymour problem
PART 2: CONTACTING VITO
Chapter 7. Call objectives
Chapter 8. More research you'll need to do before contacting VITO by mail
Chapter 9. Benefits-and the headline of your letter
Chapter 10.The lest of the letter to VITO
PART 3. MAKING YOUR VITO CALL
Chapter 11. Getting VITO'S Attention by phone
Chapter 12.The gatekeepers
Chapter 13. Voicemail messages to VITO
Chapter 14. The pigeonholing problem
PART 4. MEETING VITO AND KEEPING VITO involved
Chapter 15. Preparing for your presentation to VITO
Chapter 16. Delivering your presentation to VITO
Chapter 17. Meeting with VITO by phone and in person
etc...
Includes index.
1580622240 (pbk.)
99015771
Sales personnel--Training of.
Selling--Personnel management.
Executives.
658.85 / PAR
Selling to VITO : the very important top officer / Selling to the very important top officer Anthony Parinello. - 2nd edition - Holbrook, Mass. : Adams Media, c1999. - xix, 252 p. : ill. ; 24 cm.
PART 1. MEETING AND BECOMING VITO'S BUSINESS PARTNER
Chapter 1. The time is right
Chapter 2. Adding value to VITO's day
Chapter 3. The five keys to working with VITO
Chapter 4. A portrait of VITO
Chapter 5. Other players in the drama-and the influence and authority network
Chapter 6. The Seymour problem
PART 2: CONTACTING VITO
Chapter 7. Call objectives
Chapter 8. More research you'll need to do before contacting VITO by mail
Chapter 9. Benefits-and the headline of your letter
Chapter 10.The lest of the letter to VITO
PART 3. MAKING YOUR VITO CALL
Chapter 11. Getting VITO'S Attention by phone
Chapter 12.The gatekeepers
Chapter 13. Voicemail messages to VITO
Chapter 14. The pigeonholing problem
PART 4. MEETING VITO AND KEEPING VITO involved
Chapter 15. Preparing for your presentation to VITO
Chapter 16. Delivering your presentation to VITO
Chapter 17. Meeting with VITO by phone and in person
etc...
Includes index.
1580622240 (pbk.)
99015771
Sales personnel--Training of.
Selling--Personnel management.
Executives.
658.85 / PAR