{"text_format":"2","workbook":"xls","n_sheets":1,"sheets":["report2"],"not_rendered":{"charts":0,"images":0,"macros":0,"external_links":1,"defined_names":1,"comments":0,"pivot_tables":0},"unopened":[],"bounds":{"document_bytes":16777216,"sheet_cells":100000,"run_cost":"one","rows_first":2000,"rows_last":500,"rows_between":2000,"halvings":0,"cell_chars":16384,"cell_head_chars":4096},"cells_cut":0,"cells_raw":0,"read":"whole","date_system":"1900","formulas":"cached_only"}

{"sheet":"report2","index":0,"n_rows":27,"n_cols":5,"rows_kept":27,"cut":false,"hidden":false,"merged":[[0,2,0,3],[0,4,0,5],[1,2,1,3],[1,4,1,5],[2,2,2,3],[2,4,2,5],[3,2,3,3],[5,2,5,3],[6,2,6,3],[7,2,7,3],[8,2,8,3],[9,2,9,3],[14,2,14,3],[15,2,15,3],[19,2,19,3]],"flags":["formulas_cached_only"]}
[null,"1.","Record Nr.",null,"UNINA9910811847503321"]
[null,null,"Autore",null,"Belew Shannon"]
[null,null,"Titolo",null,"The art of social selling : finding and engaging customers on Twitter, Facebook, LinkedIn, and other social networks / / Shannon Belew"]
[null,null,"Pubbl/distr/stampa",null,"New York : , : American Management Association, , [2014]"]
[{"$nulls":4},"©2014"]
[null,null,"ISBN",null,"0-8144-3333-2"]
[null,null,"Edizione",null,"[1st edition]"]
[null,null,"Descrizione fisica",null,"1 online resource (301 p.)"]
[null,null,"Disciplina",null,"658.8/72"]
[null,null,"Soggetti",null,"Internet marketing"]
[{"$nulls":4},"Marketing - Social aspects"]
[{"$nulls":4},"Selling"]
[{"$nulls":4},"Online social networks"]
[{"$nulls":4},"Social media"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Description based upon print version of record."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references and index."]
[null,null,"Nota di contenuto",null,"Cover; Title Page; Copyright Page; Table of Contents; Acknowledgments; Introduction; Chapter 1. Fishing in Social Ponds: Using Social Media as a Prospecting Tool for Online Sales; Tackling the Ever-Changing Sales Process; The Social Selling Mantra; Where to Go Fish; Social Selling is a Team Sport; Chapter 2. The Social Triangle of Online Sales Success: Bringing Together Social Marketing, Social Commerce, and Social Support; Meeting the Demands of the Social Customer; Capturing the Customer Experience; Taking Shape and Connecting All the Dots"]
[{"$nulls":4},"Chapter 3. Speaking A New Language: The Ten most Important Rules for Online Social InteractionsRule #1: Be Genuine; Rule #2: Listen, Listen, Listen; Rule #3: Be Responsive; Rule #4: Follow the Leader; Rule #5: Tailor the Conversation; Rule #6: Be Helpful; Rule #7: Identify the Enter and Exit Signs; Rule #8: Maintain the Separation of Professional and Personal; Rule #9: Be Consistent; Rule #10: Admit when you're Wrong; Chapter 4. More than Lead Scraping: The Benefits of Un-Selling in Social Media; Boosting your Online Likeability; Lead Scraping or Lead Generation?; Moving Beyond Lead Scraping"]
[{"$nulls":4},"The Truth about Un-SellingExpanding Circles, Influence, and Recommendations; Chapter 5: Tweets, Likes, Comments, and Recommendations: Understanding the Value of Peer-to-Peer Influence "]
[{"$nulls":4},"in Social Sales; Online Reviews: Word-of-Mouth Marketing on Steroids; Likes, Favorites, Followers, and Other Positive Social Indicators; Blogs, Forums (Groups), and Communities Matter, Too; Chapter 6: Content, Engagement, and Building A Relationship: Pulling the Social Customer through the Online Sales Funnel; Understanding the Changing Sales Funnel; Developing Buyer Personas for your Social Customers"]
[{"$nulls":4},"Creating Content to Feed the Online Sales FunnelMapping Types of Content to the Social Networks to Engage and Build Relationships with Prospects; Chapter 7. Tools of the Trade: Using Online Services and Applications to Help you Find, Track, and Engage Social Customers; Social Information that Matters; Finding Purpose with Social Tools; Monitoring Tools; Influence Trackers; Social Sharing Tools; Content Curator Tools; Applications for Creating Content; Social Influence Measurement Tools; Mobile Apps; Chapter 8. Time is Money: Building Social Selling into your Schedule"]
[{"$nulls":4},"Identifying Current Time ConflictsSpending your Time in Fishing Holes, Not Rabbit Holes; Conquering the Social Selling Conflict; Setting Clear Objectives; Designating Blocks of Time; Prescheduling Posts; Limiting your Exposure; Using your Extended Resources; Going Mobile; Chapter 9. Free and not Quite Free: Determining your Budget; Recognizing the Cost of ''Free'' and Investing in your Success; Deciding how much to Spend to Ramp Up your Selling Game; Support Costs; Program Costs; Tools and Technology; Resources"]
[{"$nulls":4},"Chapter 10. Developing your Social Selling Strategy: The Components for a Realistic Social Media Sales Plan"]
[null,null,null,"Sommario/riassunto","Companies that aren't selling socially...are selling themselves short."]