000			02022cam a22003134a 4500
999			_c5364 _d5364
001			2629505
003			OSt
005			20210719115724.0
008			990429s1999 maua 001 0 eng
010			_a 99015771
020			_a1580622240 (pbk.)
040			_aBUL _cBUL _dBUL _beng _erda
082	0	0	_a658.85 _222 _bPAR
100	1		_aParinello, Anthony.
245	1	0	_aSelling to VITO : _bthe very important top officer / _cAnthony Parinello.
246	1	8	_aSelling to the very important top officer
250			_a2nd edition
260			_aHolbrook, Mass. : _bAdams Media, _cc1999.
300			_axix, 252 p. : _bill. ; _c24 cm.
500			_aPART 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...
504			_aIncludes index.
650		0	_aSales personnel _xTraining of.
650		0	_aSelling _xPersonnel management.
650		0	_aExecutives.
906			_a7 _bcbc _corignew _d1 _eocip _f19 _gy-gencatlg
942			_2ddc _cBOOK-CA _e2nd edition _h658.85 _i1 _kPAR _m658.85 PAR