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Dynamic practice development : selling skills and techniques for the professions /
This work addresses the unique concerns of professionals who wish to sell their services successfully and to feel comfortable about doing so. Topics covered include: market planning; selling skills; competitive tendering; and account management.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
London :
Thorogood,
©2003.
|
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Tasso, Kim. | |
| 245 | 1 | 0 | |a Dynamic practice development : |b selling skills and techniques for the professions / |c Kim Tasso. |
| 260 | |a London : |b Thorogood, |c ©2003. | ||
| 300 | |a 1 online resource (xiv, 285 pages) : |b illustrations | ||
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| 504 | |a Includes bibliographical references. | ||
| 588 | 0 | |a Print version record. | |
| 505 | 0 | |a About the author; Contents; List of figures; Preface; ONE Introduction; TWO Marketing planning; THREE What is selling?; FOUR Adopting the buyer's point of view: An introduction to buyer behaviour and relevant psychology; FIVE Selling frameworks and models; SIX Selling skills; SEVEN Competitive tendering; EIGHT Account management; NINE Firm-wide issues on selling; Appendix 1 Sales jargon buster; Appendix 2 Useful sales related books; Appendix 3 Self-appraisal of service performance; Appendix 4 Internal service review questionnaire and example questions; Appendix 5 Full account management plan. | |
| 520 | |a This work addresses the unique concerns of professionals who wish to sell their services successfully and to feel comfortable about doing so. Topics covered include: market planning; selling skills; competitive tendering; and account management. | ||
| 590 | |a eBooks on EBSCOhost |b EBSCO eBook Subscription Academic Collection - Worldwide | ||
| 650 | 0 | |a Professions |x Marketing. | |
| 650 | 6 | |a Professions libérales |x Marketing. | |
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| 650 | 7 | |a Professions |x Marketing. |2 fast |0 (OCoLC)fst01078572 | |
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