| 000 | 02672nam a22006377a 4500 | ||
|---|---|---|---|
| 999 |
_c14068 _d14067 |
||
| 003 | OSt | ||
| 005 | 20231110153402.0 | ||
| 008 | 210630s2013 njua|||| ||| 001 0 eng d | ||
| 020 | _a9781118379769 | ||
| 040 | _cQCPL | ||
| 082 | _a658.85 | ||
| 100 | 1 |
_aSommers, Corey _eauthor |
|
| 245 | 1 | 0 |
_aWhiteboard selling _b: empowering sales through visuals _c/ Corey Sommers, David Jenkins |
| 264 | 1 |
_aHoboken, New Jersey : _bJohn Wiley & Sons, _c[2013] |
|
| 300 |
_axi, 244 pages : _billustrations |
||
| 336 |
_2rdacontent _atext |
||
| 337 |
_2rdamedia _aunmediated |
||
| 338 |
_2rdacarrier _avolume |
||
| 500 | _aIncludes index. | ||
| 505 | 0 | _aPart 1. The end of the age of slides | |
| 505 | 0 | _aChapter 1. The role of presentation slides in today's sales culture | |
| 505 | 0 | _aChapter 2. The role of slides in today's sales training | |
| 505 | 0 | _aChapter 3. Self-assessment | |
| 505 | 0 | _aPart 2. The visual selling opportunity | |
| 505 | 0 | _aChapter 4. The power of the pen | |
| 505 | 0 | _aChapter 5. The science behind whiteboard selling | |
| 505 | 0 | _aChapter 6. Old disciplines, new behaviors | |
| 505 | 0 | _aChapter 7. When to use whiteboards in the sales process | |
| 505 | 0 | _aChapter 8. The major whiteboard types | |
| 505 | 0 | _aChapter 9. Whiteboard case study | |
| 505 | 0 | _aChapter 10. Whiteboard structure, flow, content, and interaction points | |
| 505 | 0 | _aChapter 11. Qualification and discovery whiteboards | |
| 505 | 0 | _aChapter 12. Why change whiteboards | |
| 505 | 0 | _aChapter 13. Solution whiteboards | |
| 505 | 0 | _aChapter 14. Competitive whiteboards | |
| 505 | 0 | _aChapter 15. Business case whiteboards | |
| 505 | 0 | _aChapter 16. Closing whiteboards | |
| 505 | 0 | _aPart 4. Building a whiteboard for sales | |
| 505 | 0 | _aChapter 17. Are you ready to whiteboard? Not so fast! | |
| 505 | 0 | _aChapter 18. Choosing the right topic for your whiteboard | |
| 505 | 0 | _aChapter 19. Forming a working team | |
| 505 | 0 | _aChapter 20. Taking a message inventory | |
| 505 | 0 | _aChapter 21. The working team template | |
| 505 | 0 | _aChapter 22. Formalizing your whiteboard design | |
| 505 | 0 | _aChapter 23. Packaging your whiteboard | |
| 505 | 0 | _aPart 5. Enabling the field | |
| 505 | 0 | _aChapter 24. Whiteboard test drive | |
| 505 | 0 | _aChapter 25. Field enablement options | |
| 505 | 0 | _aChapter 26. Measuring success | |
| 505 | 0 | _aPart 6. You have a whiteboard, so how do you present it and what do you leave behind? | |
| 505 | 0 | _aChapter 27. Whiteboard presentation best practices | |
| 650 |
_aSelling _xAudio-visual aids |
||
| 700 | 1 |
_aJenkins, David _eauthor |
|
| 942 |
_2ddc _cBOOK |
||
| 690 | _aBusiness & money | ||