by Anthony Parinello · Adams Media Corporation · tapa blanda · ISBN 9781558503861
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«Selling to VITO» is Anthony Parinello's sales manual, published by Adams Media Corporation in paperback (233 pages, in English).
The book teaches tactics for securing meetings with senior executives who have decision-making power, whom it calls VITOs (Very Important Top Officers): entering new accounts from the top, avoiding stalls, retaining existing customers, and increasing the value of each sale. The method comes from seminars delivered to sales teams.
The work was published in 1994 and includes an index and a foreword by Denis Waitley.
For sales professionals seeking access to senior executives and higher commissions.
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