Creating rainmakers : the manager's guide to training professionals to attract new clients / / Ford Harding
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| Autore: |
Harding Ford
|
| Titolo: |
Creating rainmakers : the manager's guide to training professionals to attract new clients / / Ford Harding
|
| Pubblicazione: | Hoboken, N.J., : John Wiley & Sons, c2006 |
| Descrizione fisica: | 1 online resource (290 p.) |
| Disciplina: | 658.8 |
| Soggetto topico: | Professions - Marketing |
| Personnel management | |
| Professional employees - Training of | |
| Note generali: | Originally published: Holbrook, Mass : Adams Media, 1998. |
| Nota di bibliografia: | Includes bibliographical references (p. 259-265) and index. |
| Nota di contenuto: | 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 |
| 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: Compensating Professionals for Making Rain; Appendix C: Three Legs of a Stool; Appendix D: Creating Presenters; Endnotes; Index | |
| 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 |
| Altri titoli varianti: | Creating rain makers |
| Titolo autorizzato: | Creating rainmakers |
| ISBN: | 9786610517299 |
| 9780470316016 | |
| 0470316012 | |
| 9781118429686 | |
| 1118429680 | |
| 9781119202158 | |
| 1119202159 | |
| 9781280517297 | |
| 1280517298 | |
| 9780470046999 | |
| 0470046996 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9911019629403321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |