TY  - BOOK
AU  - Onyemah,Vincent
AU  - Rivera-Pesquera,Martha
TI  - Entrepreneurial selling: the facts every entrepreneur must know 
T2  - Selling and sales force management collection,
SN  - 9781631573224
AV  - HB615 
PY  - 2017///.]
CY  - New York, New York (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Entrepreneurship
KW  - Selling
KW  - stakeholders
KW  - selling
KW  - resources
KW  - entrepreneurship
KW  - buy-ins
KW  - convince
KW  - entrepreneurs
KW  - [genre]
N1  - Includes bibliographical references (pages 101-103) and index; Part I. Sales, a journey and a destination --; 1. Filling the void in entrepreneurial discourse --; 2. Why selling is vital to entrepreneurship --; 3. Finding the right sales model for your business --; Part II. The selling process --; 4. Navigating your way to a yes --; 5. Managing interaction and engagement with prospective customers --; 6. Handling objections --; Part III. Avoiding the pitfalls --; 7. The forgotten prospects --; 8. Other common misconceptions --; 9. Sales challenges and responses --; 10. Parting advice --; Bibliography --; Index; Access restricted to authorized users and institutions; 2; b; Also available in printing
N2  - Addresses the unique challenges faced by entrepreneurs in search of buy-ins for novel ideas, products, or services. In addition to describing typical hurdles, it offers strategies to win over customers, employees, financiers, suppliers, board members, and other collaborators. While most books on entrepreneurship focus on the profile of entrepreneurs and startup capital, Entrepreneurial Selling sheds light on how entrepreneurs can excel at selling to obtain resources of all kinds. The success of a novel idea hinges on identifying, reaching, engaging, and convincing different stakeholders of its merits. Basically, entrepreneurship is not possible without the ability to sell. Based on multiyear field studies and many consulting projects with entrepreneurs in Africa, Asia, Europe, Latin America, Middle East, and North America, the insight contained herein should give entrepreneurs a "leg up" by helping them to prevent costly mistakes and increase the odds of realizing their dreams. Ultimately, the goal is to move beyond wishful thinking and into a strong business foundation by facilitating early reality checks that will inform productive usage of entrepreneurs' limited resources
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000572.html
ER  -