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Record Nr. |
UNINA9910151653703321 |
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Autore |
Lopata Andy |
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Titolo |
Recommended : how to sell through networking and referrals / / Andy Lopata |
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Pubbl/distr/stampa |
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Harlow, England : , : Financial Times : , : Prentice Hall, , [2011] |
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©2011 |
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ISBN |
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0-273-75846-2 |
1-283-33410-0 |
9786613334107 |
0-273-75845-4 |
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Edizione |
[1st edition] |
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Descrizione fisica |
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1 online resource (xxii, 278 p. ) : ill |
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Disciplina |
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Soggetti |
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Word-of-mouth advertising |
Business referrals |
Business networks |
Marketing |
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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 bibliografia |
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Includes bibliographical references (pages 267-270) and index. |
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Nota di contenuto |
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Acknowledgements Preface Introduction Part One - Why you need to get recommended Chapter One What is a referral? Chapter Two The role of networking Chapter Three - Current approaches don't work Chapter Four You can t just throw mud at a wall Part Two The foundation of the ultimate referrals strategy Chapter Five The role of trust in a referrals strategy Chapter Six Do people understand how to refer you? Chapter Seven Who has the best opportunity to refer you? Part Three How your network can help you generate referrals Chapter Eight- The six degrees of separation and how they influence your referrals strategy Chapter Nine Where will your referrals come from? Chapter Ten Referrals within an organisation Chapter Eleven How to select the right networks for you Part Four How to get your network to refer you Chapter Twelve Inspiring people to refer you Chapter Thirteen When to ask for referrals Chapter Fourteen Referring others with confidence Part Five Tools you can use Chapter Fifteen LinkedIn as a referral tool Chapter Sixteen The Referral Book Chapter Seventeen - |
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