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101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
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200 10$aCreating rainmakers$b[electronic resource] $ethe manager's guide to training professionals to attract new clients /$fFord Harding
210   $aHoboken, N.J. $cJohn Wiley & Sons$dc2006
215   $a1 online resource (290 p.)
300   $aOriginally published: Holbrook, Mass : Adams Media, 1998.
311   $a0-471-92073-8 
320   $aIncludes bibliographical references (p. 259-265) and index.
327   $aCREATING RAINMAKERS: The Manager's Guide to Training Professionals to Attract New Clients; Contents; Acknowledgments; Introduction; Chapter 1: What Is a Rainmaker?; Chapter 2: What Rainmakers Know or the Mathematics of Selling; Chapter 3: How Rainmakers Think or the Skill of Optimism; Chapter 4: What Rainmakers Do or the Power of Systems; Chapter 5: Limits to the Rainmaker Model; Chapter 6: Targeting and Positioning; Chapter 7: Creating Value with Ideas; Chapter 8: Finding a Lead Generation Approach That Works; Chapter 9: Building Relationships That Produce Business
327   $aChapter 10: Questioning and Synthesizing MethodsChapter 11: Anecdotal Selling; Chapter 12: Finessing a Sale; Chapter 13: After You Are Hired; Chapter 14: Creating Rainmakers; Conclusion; Introduction to Appendices; Appendix A: Recruiting Rainmakers; Appendix B: Compensating Professionals for Making Rain; Appendix C: Three Legs of a Stool; Appendix D: Creating Presenters; Endnotes; Index
330   $aEvery manager of a professional firm realizes that generating leads and landing new clients are critical components of any successful business venture. But transforming accountants, architects, attorneys, consultants, engineers, and other professionals into client-generators is not always easy to do.Divided into two comprehensive parts-The Rainmaker Model and The Elements of Rainmaking-Creating Rainmakers outlines all the steps you should take to turn your professional staff into a powerful team of sales winners.Filled with in-depth insight and practical advice, this book will 
606   $aProfessions$xMarketing
606   $aPersonnel management
606   $aProfessional employees$xTraining of
608   $aElectronic books.
615  0$aProfessions$xMarketing.
615  0$aPersonnel management.
615  0$aProfessional employees$xTraining of.
676   $a658.3124
676   $a658.8
700   $aHarding$b Ford$0911757
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910143432503321
996   $aCreating rainmakers$92041728
997   $aUNINA