LEADER 03353nam 22006134a 450 001 9910143432503321 005 20170815122129.0 010 $a1-118-42968-0 010 $a1-119-20215-9 010 $a1-280-51729-8 010 $a9786610517299 010 $a0-470-04699-6 035 $a(CKB)1000000000354461 035 $a(EBL)266961 035 $a(OCoLC)77521790 035 $a(SSID)ssj0000292934 035 $a(PQKBManifestationID)12049726 035 $a(PQKBTitleCode)TC0000292934 035 $a(PQKBWorkID)10270233 035 $a(PQKB)11104055 035 $a(MiAaPQ)EBC266961 035 $a(EXLCZ)991000000000354461 100 $a20060302e20061998 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$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 LEADER 01179nam2 22003011i 450 001 UON00161078 005 20231205103008.657 010 $a40-611-5827-9 100 $a20020703d1986 |0itac50 ba 101 $ajpn 102 $aJP 105 $a|||| 1|||| 200 1 $aKinsei no Nihon$fTakao Kazuhiko 210 $aTokyo$cKodansha$d1986 215 $a222 p.$cill.$d18 cm 410 1$1001UON00003556$12001 $aKodansha Gendai Shinsho$v427 461 1$1001UON00161068$12001 $aShinsho Nihonshi$1210 $aTokyo$cKodansha$d19-$1215 $a v.$d cm$v5 606 $aGIAPPONE$xSTORIA$xPERIODO PRE TOKUGAWA o EDO$3UONC003679$2FI 620 $aJP$dTo?kyo?$3UONL000031 686 $aGIA IV B$cGIAPPONE - STORIA MODERNA E CONTEMPORANEA$2A 700 0$aTAKAO Kazuhiko$3UONV015320$0636143 712 $aKo?dansha$3UONV246777$4650 801 $aIT$bSOL$c20240220$gRICA 899 $aSIBA - SISTEMA BIBLIOTECARIO DI ATENEO$2UONSI 912 $aUON00161078 950 $aSIBA - SISTEMA BIBLIOTECARIO DI ATENEO$dSI GIA IV B 266 (5) N $eSI SA 105449 5 266 (5) N 996 $aKinsei no Nihon$91181278 997 $aUNIOR