000			02075cam a22003014a 4500
001			12720387
005			20210414113953.0
008			020327s2002 nyua b 001 0 eng
010			_a 2002021938
020			_a0071388737 (alk. paper)
040			_aDLC _cDLC _dDLC
042			_apcc
050	0	0	_aHF5438.25.K375
082	0	0	_a658.8/1 _221
100	1		_aKasper, Jim.
245	1	0	_aShort cycle selling : beating your competitors in the sales race. / _cJim Kasper.
260			_aNew York : _bMcGraw-Hill, _cc2002.
300			_axvi, 271 p. : _bill. ; _c24 cm.
504			_aIncludes bibliographical references (p. 263) and index.
505			_aContents: Identify your sales cycles: Champion racers known their resources -- Size up your competition: identifying when and where to make your move -- Target selling: plan your sales race -- Get new business more quickly: race on the fastest course -- A.R.E.B.A.! the quickest track to the first appointment -- Compression objectives: a big key to winning the sales race -- Let the customer tell you how to win: its her job -- Familiarity breeds sales rece winners -- Shorten your sales cycle: using strong sales presentations, demonstrations and proposals -- Condense your sales negotiations: Jockeying for a better position near the finish line -- Eliminate road course obstacles: control the staller or objector -- S.A.F.E. closing : it means you win -- Fastest time wins: control your time and shorten your sales cycles -- Sales technology and automation -- Shortened sales cycles -- Marketing will help you finish first -- Hone your mental game: put your racing face on.
650		0	_aSelling.
650		0	_aCompetition.
856	4	2	_3Contributor biographical information _uhttp://www.loc.gov/catdir/bios/mh041/2002021938.html
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/description/mh024/2002021938.html
906			_a7 _bcbc _corignew _d1 _eocip _f20 _gy-gencatlg
942			_2lcc _cBK
999			_c1064 _d8564