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Book Description

“A must read for every aspiring entrepreneur. A clear guide to effective and realistic selling for those with a “big idea” who wish to achieve success for their products and to avoid costly and ineffective pitfalls in their quest. The framework balances entrepreneurs’ creativity with a foundation of solid business principles.” --Jim McCann, Founder, 1-800-FLOWERS

Table of Contents

  1. Cover
  2. Title
  3. Copyright
  4. Introduction
  5. Acknowledgments
  6. Part I: Sales—A Journey and a Destination
    1. Chapter 1. Filling the Void in Entrepreneurial Discourse
    2. Chapter 2. Why Selling Is Vital to Entrepreneurship
    3. Chapter 3. Finding the Right Sales Model for Your Business
  7. Part II: The Selling Process
    1. Chapter 4. Navigating Your Way to a Yes
    2. Chapter 5. Managing Interaction and Engagement with Prospective Customers
    3. Chapter 6. Handling Objections
  8. Part III: Avoiding the Pitfalls
    1. Chapter 7. The Forgotten Prospects
    2. Chapter 8. Other Common Misconceptions
    3. Chapter 9. Sales Challenges and Responses
    4. Chapter 10. Parting Advice
  9. Bibliography
  10. Index
  11. Adpage
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