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The business developer's playbook : relationship selling principles and the dna of dialogue selling

Author: Peter Nixon
Publisher: New York : Taylor & Francis, [2019] ©2018
Edition/Format:   eBook : Document : EnglishView all editions and formats
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Nixon, Peter, 1961- author.
Business developer's playbook
New York : Taylor & Francis, [2019]
(DLC) 2018020496
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Peter Nixon
ISBN: 9780429822018 0429822014 9780429446542 0429446543
OCLC Number: 1040082327
Description: 1 online resource
Contents: About the author --
What are you selling --
The dialogue sales process --
Relationship selling principles --
A business developer's workday --
peter's top 10 worklist --
Other important sales topics --
Conclusion --
Appendix I: Relationship selling principles --
Appendix II: Dialogue puzzle --
Appendix III: Dialogue skills : PRESA --
Appendix IV: Dialogue methods --
Appendix V: Negotiation tactics --
Appendix VI: Conflict de-escalation tactics --
Appendix VIII: Business development roadmap.
Responsibility: Peter Nixon.

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This book is an absolute must-read. It's not a book about "selling" in the limited way we generally think of that word, it's about influencing out- comes and making a difference, both to your Read more...

 
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