LEADER 04735nam 2200733 450 001 9910464926603321 005 20200520144314.0 010 $a1-57387-723-9 035 $a(CKB)3710000000096721 035 $a(EBL)3316169 035 $a(SSID)ssj0001182283 035 $a(PQKBManifestationID)12489154 035 $a(PQKBTitleCode)TC0001182283 035 $a(PQKBWorkID)11147682 035 $a(PQKB)10069396 035 $a(MiAaPQ)EBC3316169 035 $a(Au-PeEL)EBL3316169 035 $a(CaPaEBR)ebr10854509 035 $a(CaONFJC)MIL603118 035 $a(OCoLC)875999411 035 $a(EXLCZ)993710000000096721 100 $a20141010h20142014 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aBuying and selling information $ea guide for information professionals and salespeople to build mutual success /$fMichael L. Gruenberg 210 1$aMedford, New Jersey :$cInformation Today, Inc.,$d2014. 210 4$dİ2014 215 $a1 online resource (222 p.) 300 $aIncludes index. 311 $a1-57387-478-7 327 $a""Title page""; ""Contents""; ""Foreword""; ""Acknowledgments""; ""Preface""; ""Introduction""; ""Part One: The Info Proa???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"" 327 $a""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""; ""Negotiating Price""; ""Using an Agenda""; ""W.I.I.F.M. (Whata???s In It For Me)""; ""Visualizing the Sales Meeting""; ""Chapter 6: Sales = Showtime""; ""Being Positive Usually Brings Success"" 327 $a""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""; ""Ita???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"" 327 $a""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 Dona???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"" 327 $a""Conclusion: Coping With Change""""Epilogue""; ""About the Author""; ""Index"" 606 $aInformation services industry$xCustomer services 606 $aOnline information services industry$xCustomer services 606 $aLibraries and publishing 606 $aLibraries and electronic publishing 606 $aAcquisitions (Libraries) 606 $aInformation services$xPurchasing 606 $aSelling 606 $aNegotiation in business 608 $aElectronic books. 615 0$aInformation services industry$xCustomer services. 615 0$aOnline information services industry$xCustomer services. 615 0$aLibraries and publishing. 615 0$aLibraries and electronic publishing. 615 0$aAcquisitions (Libraries) 615 0$aInformation services$xPurchasing. 615 0$aSelling. 615 0$aNegotiation in business. 676 $a025.04068/8 700 $aGruenberg$b Michael L.$f1946-$0931435 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910464926603321 996 $aBuying and selling information$92095236 997 $aUNINA