Successful Cold Calling by Lee Boyan

Successful Cold Calling by Lee Boyan


About the Book:-

Paperback: 275 page
Publisher: AMACOM Div American Mgmt Assn, 1989
ISBN 0814477186, 9780814477182

Firnando Chau Review


Table of Contents:-

What This Book Will Do For You
Chapter 1 HOW COLD is A COLD CALL?
Chapter 2 TRIUMPH OVER FEAR
Chapter 3 WHAT DO YOU WANT TO HAPPEN?
Chapter 4 WHERE TO FIND PROSPECTS
Chapter 5 WHY SHOULD PROSPECTS LET US INTO THEIR WORLD?
Chapter 6 PLANNING THE OPENING MOVE
Chapter 7 THE MAGIC DOOR OPENER
Chapter 8 PROBING FOR NEEDS
Chapter 9 LISTENING THE OTHER SIDE OF A QUESTION
Chapter 10 PARAPHRASING
Chapter 11 GETTING THROUGH TO THE BUYING AUTHORITY
Chapter 12 THE GATEKEEPERS
Chapter 13 FINETUNING YOUR APPROACH
Chapter 14 SHARPENING YOUR TELEPHONE SKILLS
Chapter 15 MORE ON RESISTANCE
Chapter 16 MAKING IT WORK FOR YOU
NOTES
INDEX

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About the Author

IBM Way: Insights into the World's Most Successful Marketing Organization by Buck Rodgers & Robert L. Shook

About the Book:-

Hardcover: 235 pages
Publisher: Harpercollins; 1st Edition. edition (August 1988)
Language: English
ISBN-10: 0060155221
ISBN-13: 978-0060155223

Teaching the Elephant to Dance by James A Belasco

Teaching the elephant to dance: the manager's guide to empowering change by James A. Belasco, Ph.D.

About the Book:-
Paperback, 276 pages
Publisher: Plume, 1991 


Firnando Chau Review


Table of Contents:-
1 Teaching the Elephants to Dance
2 Getting Ready to Change
3 Anticipate the Obstacles
4 Create Tomorrow
5 Focus Resources
6 Vision Makes the Difference
7 Actions Set the Pace
8 Expect It or Forget It
9 People Are the Key
10 Culture Is It
11 Empower Individual Change Agents
12 Change Happens - The Elephant Learns
Notes
Index
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Synopsis (1991)


Today the most important function of any manager is to implement change, and Teaching the Elephant to Dance is a practical, hands-on guide to creating effective change in any organization. It explains how successful managers decide on a new direction, communicate their vision, and much more


About the author (1991)


Belasco has been an entrepreneur, a CEO of several businesses, and a teacher at SUNY-Buffalo and Cornell University.

Stephan Schiffman's Telemarketing by Stephan Schiffman

Stephan Schiffman's Telemarketing - Paperback (Apr. 1992) by Stephan Schiffman