Selling to VITO : the very important top officer / Anthony Parinello.
Publication details: Holbrook, Mass. : Adams Media, c1999.Edition: 2nd editionDescription: xix, 252 p. : ill. ; 24 cmISBN:- 1580622240 (pbk.)
- Selling to the very important top officer [Spine title]
- 658.85 22 PAR
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode |
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Engineering Library | 658.85 PAR 1 (Browse shelf(Opens below)) | 1 | Available | 0009895 |
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| 658.85 FUT 4 ABC's of relationship selling / | 658.85 KUE 1 Kuesel on closing sales | 658.85 MAN 1 Selling today : building quality partnerships / | 658.85 PAR 1 Selling to VITO : the very important top officer / | 658.85 WEI 1 Selling : building partnerships / | 658.87 BER 1 Retail management : a strategic approach / | 658.87 DUN 1 Retailing / |
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.
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