000			03858nam a2200589 i 4500
001			11330844
003			CaPaEBR
005			20241023114849.0
006			m eo d
007			cr cn |||m|||a
008			170201s2017 nyu foab 001 0 eng d
020			_a9781631573224 _qe-book
035			_a(BEP)4786751
035			_a(OCoLC)971245728
035			_a(CaBNVSL)swl00407080
040			_aCaBNVSL _beng _erda _cCaBNVSL _dCaBNVSL
050		4	_aHB615
100	1		_aOnyemah, Vincent, _eauthor.
245	1	0	_aEntrepreneurial selling : _bthe facts every entrepreneur must know / _cVincent Onyemah and Martha Rivera-Pesquera.
250			_aFirst edition.
264		1	_aNew York, New York (222 East 46th Street, New York, NY 10017) : _bBusiness Expert Press, _c[(c)2017.]
300			_a1 online resource (xv, 106 pages)
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
347			_adata file _2rda
490	1		_aSelling and sales force management collection, _x2161-8917
504			_aIncludes bibliographical references (pages 101-103) and index.
505	0		_aPart I. Sales, a journey and a destination -- _t1. Filling the void in entrepreneurial discourse -- _t2. Why selling is vital to entrepreneurship -- _t3. Finding the right sales model for your business -- _tPart II. The selling process -- _t4. Navigating your way to a yes -- _t5. Managing interaction and engagement with prospective customers -- _t6. Handling objections -- _tPart III. Avoiding the pitfalls -- _t7. The forgotten prospects -- _t8. Other common misconceptions -- _t9. Sales challenges and responses -- _t10. Parting advice -- _tBibliography -- _tIndex.
506			_aAccess restricted to authorized users and institutions.
520	3		_aAddresses 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.
530			_a2 _ub
530			_aAlso available in printing.
538			_aMode of access: World Wide Web.
538			_aSystem requirements: Adobe Acrobat reader.
588			_aTitle from PDF title page (viewed on February 1, 2017).
650		0	_aEntrepreneurship.
650		0	_aSelling.
653			_astakeholders
653			_aselling
653			_aresources
653			_aentrepreneurship
653			_abuy-ins
653			_aconvince
653			_aentrepreneurs
655		0	_a[genre]
700	1		_aRivera-Pesquera, Martha, _eauthor.
776	0	8	_iPrint version: _z9781631573217
830		0	_aSelling and sales force management collection. _x2161-8917
856	4	0	_uhttps://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000572.html
942			_2lcc _bCIU _cOB _eBEP _QOL _zBEP11330844
999			_c73690 _d73690
902			_c1 _dCynthia Snell