rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    title: Competitive selling
    sub title: out-plan, out-think, and out-sell to win every time
  name:
    name part: Chase, Landy.
    role:
      role term: creator
  type of resource: text
  origin info:
    place:
      place term: nyu
    date issued: 2010
    edition: 1st ed.
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: print
    extent: viii, 262 pages : illustrations ; 24 cm.
  table of contents: Value versus price : the real reason you lose to competition -- Due diligence : establishing the competitive playing field -- The notorious D.I.G. : how to conduct the client needs analysis -- Role call : identifying the inner circle -- Games people play : politics in the competitive sale -- Face time : how to gain access to the inner circle -- The process of elimination : removing competitors from consideration -- Forget about the budget : how to present the winning proposal -- Gaining the upper hand : negotiating in the competitive sale -- The art of closing : getting to "yes" without lowering your fees -- Behind enemy lines : how to sell to the competitive user -- It is what it is : how the ordinary become extraordinary.
  note: Landy Chase.
  note: Includes index.
  subject:
    topic: Selling
  subject:
    topic: Pricing
  subject:
    topic: Competition
  classification: HF5438.25 .C478 2010
  classification: 658.85
  identifier: 9780071738897 (alk. paper)
  identifier: 0071738894 (alk. paper)
  identifier: 2010003195
  record info:
    record content source: DLC
    record creation date: 100125
    record change date: 20151201153303.0
    record identifier: in00002586993