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[null,"1.","Record Nr.",null,"UNINA9910464926603321"]
[null,null,"Autore",null,"Gruenberg Michael L. <1946->"]
[null,null,"Titolo",null,"Buying and selling information : a guide for information professionals and salespeople to build mutual success / / Michael L. Gruenberg"]
[null,null,"Pubbl/distr/stampa",null,"Medford, New Jersey : , : Information Today, Inc., , 2014"]
[{"$nulls":4},"©2014"]
[null,null,"ISBN",null,"1-57387-723-9"]
[null,null,"Descrizione fisica",null,"1 online resource (222 p.)"]
[null,null,"Disciplina",null,"025.04068/8"]
[null,null,"Soggetti",null,"Information services industry - Customer services"]
[{"$nulls":4},"Online information services industry - Customer services"]
[{"$nulls":4},"Libraries and publishing"]
[{"$nulls":4},"Libraries and electronic publishing"]
[{"$nulls":4},"Acquisitions (Libraries)"]
[{"$nulls":4},"Information services - Purchasing"]
[{"$nulls":4},"Selling"]
[{"$nulls":4},"Negotiation in business"]
[{"$nulls":4},"Electronic books."]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Includes index."]
[null,null,"Nota di contenuto",null,"\"\"Title page\"\"; \"\"Contents\"\"; \"\"Foreword\"\"; \"\"Acknowledgments\"\"; \"\"Preface\"\"; \"\"Introduction\"\"; \"\"Part One: The Info Proâ€?Salesperson Relationship\"\"; \"\"Chapter 1: People Do Business With People, Not With Companies\"\"; \"\"Reading the Room\"\"; \"\"Getting to Know Each Other\"\"; \"\"Communicating Effectively and Creating Bonds\"\"; \"\"Chapter 2: It Takes Two\"\"; \"\"Guidelines for the Salesperson and the Vendor\"\"; \"\"Guidelines for the Information Professional\"\"; \"\"Persistence\"\"; \"\"Chapter 3: Making the Most of Trade Shows\"\"; \"\"The Importance of Trade Shows\"\"; \"\"Selling to or Becoming a Serious Buyer\"\""]
[{"$nulls":4},"\"\"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. (Whatâ€?s In It "]
[{"$nulls":4},"For Me)\"\"; \"\"Visualizing the Sales Meeting\"\"; \"\"Chapter 6: Sales = Showtime\"\"; \"\"Being Positive Usually Brings Success\"\""]
[{"$nulls":4},"\"\"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\"\"; \"\"Itâ€?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\"\""]
[{"$nulls":4},"\"\"Chapter 11: Managing the Decision-Making Process\"\"\"\"Clarifying Expectations\"\"; \"\"Understanding Sales Requirements and Payment Plans\"\"; \"\"Once the Decision Is Made\"\"; \"\"Chapter 12: Negotiating Skills\"\"; \"\"Elements of Negotiation for the Information Professional\"\"; \"\"Handling Objections in Negotiations\"\"; \"\"When Negotiations Donâ€?t Work\"\"; \"\"Chapter 13: Terms and Conditions\"\"; \"\"Understanding How Costs Are Set\"\"; \"\"Product Use Terms and Conditions\"\"; \"\"Payment Terms\"\"; \"\"Chapter 14: Sales Satisfaction\"\"; \"\"Sales Satisfaction\"\"; \"\"Mileposts in Communication\"\"; \"\"The Post-Sales Relationship\"\""]
[{"$nulls":4},"\"\"Conclusion: Coping With Change\"\"\"\"Epilogue\"\"; \"\"About the Author\"\"; \"\"Index\"\""]
[null,"2.","Record Nr.",null,"UNINA9910780689603321"]
[null,null,"Autore",null,"Kuin R. J. P."]
[null,null,"Titolo",null,"Chamber music : Elizabethan sonnet-sequences and the pleasure of criticism / / Roger Kuin"]
[null,null,"Pubbl/distr/stampa",null,"Toronto, [Ontario] ; ; Buffalo, [New York] ; ; London, [England] : , : University of Toronto Press, , 1998"]
[{"$nulls":4},"©1998"]
[null,null,"ISBN",null,"1-282-02562-7"]
[{"$nulls":4},"9786612025624"]
[{"$nulls":4},"1-4426-7282-X"]
[null,null,"Descrizione fisica",null,"1 online resource (302 p.)"]
[null,null,"Collana",null,"Heritage"]
[null,null,"Disciplina",null,"821.04209"]
[null,null,"Soggetti",null,"English poetry - Early modern, 1500-1700 - History and criticism"]
[{"$nulls":4},"Sonnets, English - History and criticism"]
[{"$nulls":4},"Livres numeriques."]
[{"$nulls":4},"Criticism, interpretation, etc."]
[{"$nulls":4},"e-books."]
[{"$nulls":4},"Electronic books."]
[{"$nulls":4},"Englisch"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Includes index."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references and index."]
[null,null,"Nota di contenuto",null,"; 1. Prelude -- a new intellectual art -- ; 2. Three easy pieces -- sonnet analysis -- ; 3. Polyphony -- the plural of the text -- ; 4. Tempo/Sequenza -- textual time in Astrophil and Stella -- ; 5. Two-part invention -- love/ruins/SHAKE-SPEARES SONNETS -- ; 6. Theme with variations -- skin/deep: beauty -- ; 7. From the New World -- Will Archer's diary -- ; 8. Ein Heldenleben -- courtier, text, and death -- ; 9. Death and the maiden -- architecture -- ; 10. Divertimento -- the text as desiring-machine -- ; 11. Four-part fugue -- indeterminacy and undecideability -- ; 12. Encore -- irregardless -- ; App. Discourse and its Choices."]
[null,null,null,"Sommario/riassunto","Arranged somewhat like a sonnet-sequence, in semi-sequential units, Chamber Music can be seen as following two streams. In the first instance, it presents a fresh and original discussion of the major Elizabethan sonnet-sequences: Sidney's Astrophil and Stella, Spenser's Amoretti and Epithalamion, and Shakespeare's Sonnets and Lover's "]
[{"$nulls":4},"Complaint. The sonnet-sequences are read in tandem with works of modern criticism, including those of Roland Barthes, Michel Riffaterre, Paul Ricoeur, Jacques Derrida, and Umberto Eco. The book is also an experiment in modern (as opposed to postmodern) criticism in which the content of the argument modifies the presentation."]