TY  - BOOK
AU  - Parinello,Anthony
TI  - Selling to VITO: the very important top officer 
SN  - 1580622240 (pbk.)
U1  - 658.85 22
PY  - 1999///
CY  - Holbrook, Mass.
PB  - Adams Media
KW  - Sales personnel
KW  - Training of
KW  - Selling
KW  - Personnel management
KW  - Executives
N1  - 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
ER  -