Architectural and engineering salesmanship /
Cooper, David G.
Architectural and engineering salesmanship / David G. Cooper - New York : John Wiley & Son, Inc., c1978 - xvi, 158 pages ; 24 cm.
Includes index.
1. What do today's owners want? -- 2. Successful prospecting techniques -- 3. Prospecting tools -- 4. Making time for prospecting -- 5. Prospecting support from your firm -- 6. Getting started in a new area -- 7. The interview preparation -- 8. The interview and beyond -- 9. If you lose a sale.
471036420
ARCHITECTURAL SERVICES MARKETING -- UNITED STATES
NA 1996 .C66 1978
Architectural and engineering salesmanship / David G. Cooper - New York : John Wiley & Son, Inc., c1978 - xvi, 158 pages ; 24 cm.
Includes index.
1. What do today's owners want? -- 2. Successful prospecting techniques -- 3. Prospecting tools -- 4. Making time for prospecting -- 5. Prospecting support from your firm -- 6. Getting started in a new area -- 7. The interview preparation -- 8. The interview and beyond -- 9. If you lose a sale.
471036420
ARCHITECTURAL SERVICES MARKETING -- UNITED STATES
NA 1996 .C66 1978