02655nam 2200613 a 450 991078256880332120230721003720.00-470-43523-21-282-36789-797866123678920-470-39935-X(CKB)1000000000576210(EBL)468989(OCoLC)647764535(SSID)ssj0000130062(PQKBManifestationID)11134188(PQKBTitleCode)TC0000130062(PQKBWorkID)10081078(PQKB)11364228(MiAaPQ)EBC468989(Au-PeEL)EBL468989(CaPaEBR)ebr10296619(EXLCZ)99100000000057621020080403d2008 uy 0engur|n|---|||||txtccrThe contrarian effect[electronic resource] why it pays (big) to take typical sales advice and do the opposite /Michael Port and Elizabeth MarshallHoboken, N.J. John Wiley & Sonsc20081 online resource (177 p.)Description based upon print version of record.1-119-08977-8 0-470-23790-2 Includes bibliographical references (p. [151]-153) and index.From the Old World to the New -- Typical tactics are out of sync with the market -- Typical tactics are focused on the wrong person -- Typical tactics damage relationships and long-term potential -- Typical tactical harm reputations and create unintended consequences -- Contrarian primer -- Pendulum swing.Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite. Find an entirely sound approach to building better client relationships and closing more sales by doing the exact opposite that conventional sales advice dictates. Re-examine the most well-worn sales tactics in the business and discover specific and actionable strategies and principles that will help you close more sales today.SellingSales managementMarketingSelling.Sales management.Marketing.658.8/02Port Michael1970-863210Marshall Elizabeth1975-1508796MiAaPQMiAaPQMiAaPQBOOK9910782568803321The contrarian effect3740281UNINA