Parinello, Anthony. <br/><br/>
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. 
<br/><br/> PART 1. MEETING AND BECOMING VITO'S BUSINESS PARTNER<br/>Chapter 1. The time is right<br/><br/>Chapter 2. Adding value to VITO's day<br/><br/>Chapter 3. The five keys to working with VITO<br/><br/>Chapter 4. A portrait of VITO<br/><br/>Chapter 5. Other players in the drama-and the influence and authority network<br/><br/>Chapter 6. The Seymour problem<br/><br/>PART 2: CONTACTING VITO<br/>Chapter 7. Call objectives<br/><br/>Chapter 8. More research you'll need to do before contacting VITO by mail<br/><br/>Chapter 9. Benefits-and the headline of your letter<br/><br/>Chapter 10.The lest of the letter to VITO<br/><br/>PART 3. MAKING YOUR VITO CALL<br/>Chapter 11. Getting VITO'S Attention by phone<br/><br/>Chapter 12.The gatekeepers<br/><br/>Chapter 13. Voicemail messages to VITO<br/><br/>Chapter 14. The pigeonholing problem<br/><br/>PART 4. MEETING VITO AND KEEPING VITO involved<br/>Chapter 15. Preparing for your presentation to VITO<br/><br/>Chapter 16. Delivering your presentation to VITO<br/><br/>Chapter 17. Meeting with VITO by phone and in person <br/>etc... 
<br/><br/>Includes index. 
<br/><br/><label>ISBN: </label>1580622240 (pbk.) 
<br/><br/><label>LCCN: </label>99015771  
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales personnel--Training of.<br/>Selling--Personnel management.<br/>Executives.
<br/><br/><label>Dewey Class. No.: </label>658.85  / PAR