|
|
|
|
|
|
|
|
1. |
Record Nr. |
UNINA9910828210403321 |
|
|
Autore |
Gruenberg Michael L. <1946-> |
|
|
Titolo |
Buying and selling information : a guide for information professionals and salespeople to build mutual success / / Michael L. Gruenberg |
|
|
|
|
|
|
|
Pubbl/distr/stampa |
|
|
Medford, New Jersey : , : Information Today, Inc., , [2014] |
|
�2014 |
|
|
|
|
|
|
|
|
|
ISBN |
|
|
|
|
|
|
Descrizione fisica |
|
1 online resource (xxv, 195 pages) : illustrations (chiefly color) |
|
|
|
|
|
|
Collana |
|
|
|
|
|
|
Disciplina |
|
|
|
|
|
|
Soggetti |
|
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 |
|
|
|
|
|
|
|
|
Lingua di pubblicazione |
|
|
|
|
|
|
Formato |
Materiale a stampa |
|
|
|
|
|
Livello bibliografico |
Monografia |
|
|
|
|
|
Note generali |
|
|
|
|
|
|
Nota di contenuto |
|
""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 Meetings for Different Purposes""; ""Leverage and Momentum""; |
|
|
|
|