Cooper, David G. creator text xxu New York John wiley 1993 monographic eng

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xix, 301 p.: 24cm. Contents: Overview Of the marketplace: Professional salesmanship -- Future trends -- Preparing yourself for business development: Finding time for business development -- Becoming more efficient -- Creating your personal image for success -- Preparing yourself for success -- Presentation skills -- Optimal performance -- Preparing your firm for business development: Assessing your firm's operation -- Creating your business development program -- Communicating the firm -- Presentation aids -- Finding potential clients -- External corporate salesmanship: Obtaining invitations for interviews -- Developing the interview -- The Interview and beyond -- Visitations -- Making irresistible offers. David, G Cooper Includes index. NA1996.C77 0471558419 120619