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1. |
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. |
UNINA9910130599703321 |
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Autore |
Sansone David |
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Titolo |
Greek drama and the invention of rhetoric [[electronic resource] /] / David Sansone |
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Pubbl/distr/stampa |
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Chichester, West Sussex ; ; Malden, Mass., : Wiley-Blackwell, 2012 |
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ISBN |
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1-299-15799-8 |
1-118-35834-1 |
1-118-35837-6 |
1-118-35831-7 |
1-118-35833-3 |
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Descrizione fisica |
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1 online resource (272 p.) |
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Disciplina |
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Soggetti |
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Rhetoric - History |
Greek drama - History and criticism |
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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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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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Pt. 1. What drama does and how it does it -- Setting the stage -- Seeing is believing -- The muse takes a holiday -- "It's counterpoint," he countered, and pointed -- Illusion and collusion -- Reaction time -- Pt. 2. The second stage: the invention of rhetoric -- Paradigm shift happens -- Perhaps you will object -- Putting the accuser on trial. |
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Sommario/riassunto |
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Asserts a novel and controversial theory on the origins of rhetoric that differs radically from the standard viewArgues that it was the theatre of Ancient Greece, first appearing around 500 BC, that promptedthe development of formalized rhetoric, which evolved soon thereafterProvides a cogent reworking of existing evidenceReveals the bias and inconsistency of Aristotle |
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3. |
Record Nr. |
UNINA9910149629703321 |
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Autore |
Fricke Karl Wilhelm |
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Titolo |
Akten-Einsicht : Rekonstruktion einer politischen Verfolgung / / Karl Wilhelm Fricke ; Mit einem Vorwort von Joachim Gauck |
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Pubbl/distr/stampa |
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Berlin, [Germany] : , : Ch. Links Verlag, , 1997 |
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©1997 |
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ISBN |
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Edizione |
[4., durchgesehene und aktualisierte Auflage.] |
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Descrizione fisica |
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1 online resource (263 pages) |
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Collana |
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Analysen und Dokumente ; ; Band 2 |
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Disciplina |
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Soggetti |
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Political persecution - Germany (East) - History - 20th century |
Germany (East) Politics and government |
Germany (East) Politics and government Sources |
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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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