Cover Image

Getting to VITO, the very important top officer : 10 steps to VITO's office /

Main Author: Parinello, Anthony.
Format: Book
Language:English
Published: Hoboken, N.J. : J. Wiley, ©2005.
Subjects:
Selling.
Sales personnel > Training of.
Chief executive officers.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Table of Contents:
  • Setting the stage
  • Results and the process that drives them
  • Value versus values
  • Your personal value
  • Will the real VITO please stand up?
  • VITO's VITO
  • What you and VITO already have in common
  • What you and VITO could have in common
  • What's on VITO's mind?
  • Prioritize, prioritize, prioritize
  • Previews of coming attractions
  • The VITO referral
  • The nine VITO correspondence elements
  • The fab five
  • Wave goodbye to Seemore
  • The voice of power
  • Six goals for the big phone call
  • The VITO "elevator pitch"
  • Allies at the gate
  • The art of the voice mail message
  • Ten steps to VITO's office.

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