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[null,"1.","Record Nr.",null,"UNINA9911019629403321"]
[null,null,"Autore",null,"Harding Ford"]
[null,null,"Titolo",null,"Creating rainmakers : the manager's guide to training professionals to attract new clients / / Ford Harding"]
[null,null,"Pubbl/distr/stampa",null,"Hoboken, N.J., : John Wiley & Sons, c2006"]
[null,null,"ISBN",null,"9786610517299"]
[{"$nulls":4},"9780470316016"]
[{"$nulls":4},"0470316012"]
[{"$nulls":4},"9781118429686"]
[{"$nulls":4},"1118429680"]
[{"$nulls":4},"9781119202158"]
[{"$nulls":4},"1119202159"]
[{"$nulls":4},"9781280517297"]
[{"$nulls":4},"1280517298"]
[{"$nulls":4},"9780470046999"]
[{"$nulls":4},"0470046996"]
[null,null,"Descrizione fisica",null,"1 online resource (290 p.)"]
[null,null,"Disciplina",null,"658.8"]
[null,null,"Soggetti",null,"Professions - Marketing"]
[{"$nulls":4},"Personnel management"]
[{"$nulls":4},"Professional employees - Training of"]
[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","Originally published: Holbrook, Mass : Adams Media, 1998."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references (p. 259-265) and index."]
[null,null,"Nota di contenuto",null,"CREATING 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"]
[{"$nulls":4},"Chapter 10: Questioning and Synthesizing MethodsChapter 11: Anecdotal Selling; Chapter 12: Finessing a Sale; Chapter 13: After You Are Hired; Chapter 14: Creating Rainmakers; Conclusion; Introduction to Appendices; Appendix A: Recruiting Rainmakers; Appendix B: "]
[{"$nulls":4},"Compensating Professionals for Making Rain; Appendix C: Three Legs of a Stool; Appendix D: Creating Presenters; Endnotes; Index"]
[null,null,null,"Sommario/riassunto","Every 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"]