Find Experts & Sources
Sources Home

Bookshelf

Title Index Author Index Subject Index
    Home     News Releases Calendar     Contact        

Sources Bookshelf



The Million Dollar Sale
How to get to the top decision makers and close the big sale

Gardner, Patricia
Publisher:  McGraw Hill, New York, USA
Year Published:  2005  
Pages:  177pp   ISBN:  0-07-144519-6
Library of Congress Number:  HF5438.25.g372   Dewey:  658.85--dc22

Tables of Contents:
Foreword
Acknowledgments
Introduction
Part 1: The Four Fundamentals Of Sales
Chapter 1: The First Fundamental: Knowing Your Product of Service
Chapter 2: The Second Fundamental: Learning the Competition
Chapter 3: The Third Fundamental: Identifying Your Vertical Market and Assembling Your Tactical Team
Chapter 4: The Fourth Fundamental: Finding Leads
Part 2: The Codebreaker
Chapter 5: Finding Your Codebreakers
Chapter 6: Working with Codebreakers
Chapter 7: Developing Three Projects and Preparing for the First Sales Call
Part 3: The Two Sales Calls
Chapter 8: The First Sales Call
Chapter 9: The Reality Check and Preparing for the First Sales Call
Chapter 10: The Second Sales Call
Chapter 11: Preparing the Proposal/Statement of Work
Chapter 12: The Decision-Makers' Conference Call and the Close
Chapter 13: Repeat Business: Picking the Low-Hanging Fruit
Appendix: Sample Proposal
Index




© Sources 2023. The information provided is copyright and may not be reproduced in any form or by any means (whether electronic, mechanical or photographic), or stored in an electronic retrieval system, without written permission of the publisher.