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Short Cycle Selling: Beating Your Competitors in the Sales Race

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Author(s): Kasper, Jim
Publisher: Mcgraw-Hill (Tx)
Year: 2002

Language: English
Pages: 34

Copyright......Page 3
CONTENTS......Page 7
ACKNOWLEDGMENTS......Page 11
WHY SHORT CYCLE SELLERS WIN THE SALES RACE......Page 13
THE ROLE OF TIME-BASED COMPETITION IN SHORTENING YOUR SALES CYCLE......Page 14
CHAPTER ONE IDENTIFY YOUR SALES CYCLE......Page 19
COMPRESSION CONCEPT: SALES CYCLES HAVE STAGES......Page 20
COMPRESSION CONCEPT: NOT ALL SALES CYCLES ARE ALIKE......Page 26
SALES RACE WRAP-UP......Page 30