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Record Nr. |
UNINA9910464926603321 |
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Autore |
Gruenberg Michael L. <1946-> |
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Titolo |
Buying and selling information : a guide for information professionals and salespeople to build mutual success / / Michael L. Gruenberg |
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Pubbl/distr/stampa |
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Medford, New Jersey : , : Information Today, Inc., , 2014 |
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©2014 |
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ISBN |
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Descrizione fisica |
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1 online resource (222 p.) |
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Disciplina |
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Soggetti |
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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 |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di contenuto |
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""Title page""; ""Contents""; ""Foreword""; ""Acknowledgments""; ""Preface""; ""Introduction""; ""Part One: The Info Pro�Salesperson Relationship""; ""Chapter 1: People Do Business With People, Not With Companies""; ""Reading the Room""; ""Getting to Know Each Other""; ""Communicating Effectively and Creating Bonds""; ""Chapter 2: It Takes Two""; ""Guidelines for the Salesperson and the Vendor""; ""Guidelines for the Information Professional""; ""Persistence""; ""Chapter 3: Making the Most of Trade Shows""; ""The Importance of Trade Shows""; ""Selling to or Becoming a Serious Buyer"" |
""Preparing for a Trade Show""""Chapter 4: The Importance of Your Words""; ""What Not to Put in Writing""; ""Communicating Honestly""; ""The Words You Choose Make a Difference""; ""Part Two: The Sales Meeting""; ""Chapter 5: Preparing for a Sales Meeting""; ""A Well-Planned Sales Meeting""; ""Preparing for a Sales Meeting""; ""Different |
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Meetings for Different Purposes""; ""Leverage and Momentum""; ""Negotiating Price""; ""Using an Agenda""; ""W.I.I.F.M. (What�s In It For Me)""; ""Visualizing the Sales Meeting""; ""Chapter 6: Sales = Showtime""; ""Being Positive Usually Brings Success"" |
""Making a Good First Impression""""Chapter 7: Time Management: Mr. and Ms. Clock""; ""Managing Time as a Salesperson""; ""Managing Time as an Information Professional""; ""Mr. and Ms. Clock""; ""Chapter 8: What a Typical Sales Meeting Looks Like""; ""Before the Sales Meeting Begins""; ""Structure of a Sales Meeting""; ""Chapter 9: The Importance of Value""; ""It�s About Value, Not Price""; ""Features and Benefits""; ""The 80/20 Rule""; ""Chapter 10: Breaking Down the Barriers""; ""Perceived and Real Barriers""; ""Technical Barriers""; ""Part Three: Closing the Sale"" |
""Chapter 11: Managing the Decision-Making Process""""Clarifying Expectations""; ""Understanding Sales Requirements and Payment Plans""; ""Once the Decision Is Made""; ""Chapter 12: Negotiating Skills""; ""Elements of Negotiation for the Information Professional""; ""Handling Objections in Negotiations""; ""When Negotiations Don�t Work""; ""Chapter 13: Terms and Conditions""; ""Understanding How Costs Are Set""; ""Product Use Terms and Conditions""; ""Payment Terms""; ""Chapter 14: Sales Satisfaction""; ""Sales Satisfaction""; ""Mileposts in Communication""; ""The Post-Sales Relationship"" |
""Conclusion: Coping With Change""""Epilogue""; ""About the Author""; ""Index"" |
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2. |
Record Nr. |
UNICAMPANIAVAN00263974 |
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Titolo |
2: Groups and Orders / edited by Vlastimil Dlab, Peter Gabriel and Gerhard Michler |
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Pubbl/distr/stampa |
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Descrizione fisica |
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Soggetti |
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00B25 - Proceedings of conferences of miscellaneous specific interest [MSC 2020] |
16-XX - Associative rings and algebras [MSC 2020] |
20-XX - Group theory and generalizations [MSC 2020] |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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