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100   $a20080403d2008      uy             0
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
182   $cc
183   $acr
200 14$aThe contrarian effect$b[electronic resource] $ewhy it pays (big) to take typical sales advice and do the opposite /$fMichael Port and Elizabeth Marshall
210   $aHoboken, N.J. $cJohn Wiley & Sons$dc2008
215   $a1 online resource (177 p.)
300   $aDescription based upon print version of record.
311   $a1-119-08977-8 
311   $a0-470-23790-2 
320   $aIncludes bibliographical references (p. [151]-153) and index.
327   $aFrom 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.
330   $aTake the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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.
606   $aSelling
606   $aSales management
606   $aMarketing
615  0$aSelling.
615  0$aSales management.
615  0$aMarketing.
676   $a658.8/02
700   $aPort$b Michael$f1970-$0863210
701   $aMarshall$b Elizabeth$f1975-$01508796
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910782568803321
996   $aThe contrarian effect$93740281
997   $aUNINA