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The inner game of selling ... yourself : mind-bending ways to achieve results in business / James Borg

Publisher	(Oxford : Heinemann Professional)
Year	1989
Authors	*Borg, James author

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Links to the text	Location	Volume	Call No.	Barcode No.	Status	Comments	ISBN	Printed	Restriction	Reserve
Links to the text	Library Off-campus access			OB00177990		ScienceDirect (電子ブック)	9781483193106

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Material Type	E-Book
Media type	機械可読データファイル
Size	1 online resource (160 unnumbered pages)
Notes	Print version record Front Cover; The Inner Game of Selling ... Yourself: Mind-Bending Ways to Achieve Results in Business; Copyright Page; Dedication; Table of Contents; Chapter 1. Get inside the mind ... and you will find . . .; ESP; Chapter 2. Mind bending using ESP: Empathy, Sincerity, Perspicacity; Meeting people; Chapter 3. Asking questions; Questioning Listening; The first six minutes; Questioning techniques; Chapter 4. Being a good listener; Productive listening; Objections; Chapter 5. Holding attention; The attention curve; Ways to win more attention; Chapter 6. Make your memory pay Remembering namesBusiness cards can be trumps; Importance of a good memory in business; Empty promises; Memory improving tricks; Chapter 7. Tricks with the telephone; Switchboard; Secretary; Chatting up the decision maker; Talking your way into an appointment; Chapter 8. Client types; Get on with it: give me the bottom line; Aggressive: what's in it for me?; Meticulous and methodical; Friendly: I'll talk to anybody; Amicable: let's get you off your guard; Chapter 9. Stereotype salespeople; Rambles on regardless; Monotonous and mean with words; Confident: it's in your interest to buy from me Chapter 10. Negotiating to winGame plan; Concessions; Concluding; Chapter 11. Making words work for you; A true story; Chapter 12. Acting the part -- wrongly and rightly; Dealing with the secretary; Securing an appointment; The first meeting; The third meeting; Questionnaire: have you developed ESP?; Answers The Inner Game of Selling ... Yourself Elsevier ScienceDirect All Books HTTP:URL=https://www.sciencedirect.com/science/book/9780434901173
Subjects	LCSH:Selling FREE:BUSINESS & ECONOMICS -- Industrial Management All Subject Search FREE:BUSINESS & ECONOMICS -- Management All Subject Search FREE:BUSINESS & ECONOMICS -- Management Science All Subject Search FREE:BUSINESS & ECONOMICS -- Organizational Behavior All Subject Search FREE:Selling FREE:Electronic books
Classification	LCC:HF5438.25 DC22:658.8/5
ID	8000080095
ISBN	9781483193106