Buying and selling information : a guide for information professionals and salespeople to build mutual success /

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This guide is geared to helping librarians and salespeople understand what the "other guy" is grappling with in order to achieve the best possible outcome for everyone with special attention paid to the needs and interests of the end-user public.

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Gruenberg, Michael L., 1946-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Medford, New Jersey : Information Today, Inc., [2014]
Temas:
Information services industry > Customer services.
Online information services industry > Customer services.
Libraries and publishing.
Libraries and electronic publishing.
Acquisitions (Libraries)
Information services > Purchasing.
Selling.
Negotiation in business.
Services d'information > Industrie > Service à la clientèle.
Serveurs (Informatique) > Industrie > Service à la clientèle.
Bibliothèques et édition.
Bibliothèques et édition électronique.
Acquisitions (Bibliothèques)
Services d'information > Achat.
Vente.
Négociations (Affaires)
selling.
acquisition (collections management)
LANGUAGE ARTS & DISCIPLINES > Library & Information Science > General.
Information services industry > Customer services
Libraries and electronic publishing
Libraries and publishing
Negotiation in business
Selling
Acceso en línea:Texto completo
Tabla de Contenidos:
  • People do business with people, not with companies
  • It takes two
  • Making the most of trade shows
  • The importance of your words
  • Preparing for a sales call
  • Sales=showtime
  • Time management : Mr. Clock and Mrs. Clock
  • What a typical sales call looks like
  • The importance of value
  • Breaking down the barriers
  • Managing the decision-making process
  • Negotiating skills
  • Terms and conditions
  • Sales satisfaction.

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