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| 001 | 9780429446542 | ||
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| 008 | 181112t20182019flu b ob 001 0 eng d | ||
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_a9780429446542 _q(e-book : PDF) |
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| 035 | _a(OCoLC)1040082327 | ||
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_aFlBoTFG _cFlBoTFG _erda |
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| 041 | 1 | _aeng | |
| 050 | 4 | _aHF5438.25 | |
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_aKJVS _2bicscc |
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| 082 | 0 | 4 | _a658.85 |
| 100 | 1 |
_aNixon, Peter, _eauthor. |
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| 245 | 1 | 4 |
_aThe Business Developer's Playbook : _bRelationship Selling Principles and the DNA of Dialogue Selling / _cby Peter Nixon. |
| 250 | _aFirst edition. | ||
| 264 | 1 |
_aBoca Raton, FL : _bProductivity Press, _c[2018]. |
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| 264 | 4 | _c©2019. | |
| 300 | _a1 online resource (158 pages) | ||
| 336 |
_atext _2rdacontent |
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| 337 |
_acomputer _2rdamedia |
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| 338 |
_aonline resource _2rdacarrier |
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| 504 | _aIncludes bibliographical references and index. | ||
| 505 | 0 | 0 |
_tPreface -- _tAcknowledgments -- _tAbout the Author -- _tChapter 1: What are you selling -- _tChapter 2: The Dialogue Sales Process -- _tChapter 3: Relationship Selling Principles -- _tChapter 4: A business developers workday - Peters top 10 worklist -- _tChapter 5: Other Important Sales Topics -- _tChapter 6: Conclusion -- _tAppendix I: Relationship Selling Principles -- _tAppendix II: Dialogue Puzzle -- _tAppendix III: Dialogue Skills PRESA -- _tAppendix IV: Dialogue Methods -- _tAppendix V: Negotiation Tactics -- _tAppendix VI: Conflict De-escalation tactics -- _tAppendix VIII: Business Development roadmap. |
| 520 | 3 | _aThis book is not about selling products -- it is about selling yourself, your ideas, and your services. This book explains an innovative dialogue sales process, and the relationship sales principles that underpin it. In every sales situation, there is both a seller and a buyer and, at different times, either the buyer or the seller may take the lead. The dance they perform may or may not lead to a deal, but it will leave them knowing a little more about each other's strengths and weaknesses. These two dancers are "connected" and follow the same steps -- The five steps they follow are to plan, connect, dialogue, record, and follow up. The five steps are the basis of the dialogue process.In addition, this book provides easy-to-follow guidance for three groups of people: 1. Professionals wanting to sell their services and improve their business development; 2. Thought leaders, change agents, innovators, entrepreneurs, senior public servants, and advocates wanting to sell their ideas to others; 3. Mid-career job seekers and recent graduates aiming to sell themselves into a dream job role either full or part-time. | |
| 530 | _aAlso available in print format. | ||
| 650 | 7 |
_aBUSINESS & ECONOMICS / Management. _2bisacsh |
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| 650 | 7 |
_aBUSINESS & ECONOMICS / Management Science. _2bisacsh |
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| 650 | 0 | _aSelling. | |
| 650 | 0 | _aBusiness communication. | |
| 650 | 0 | _aNegotiation. | |
| 655 | 0 | _aElectronic books. | |
| 710 | 2 | _aTaylor and Francis. | |
| 776 | 0 | 8 |
_iPrint version: _z9781138322585 |
| 856 | 4 | 0 |
_uhttps://www.taylorfrancis.com/books/9780429446542 _zClick here to view. |
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_c543235 _d543170 |
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