Buying and selling information : a guide for information professionals and salespeople to build mutual success / / Michael L. Gruenberg

• Autore: Gruenberg Michael L. <1946->
• Pubblicazione: Medford, New Jersey : , : Information Today, Inc., , 2014; ©2014
• Descrizione fisica: 1 online resource (222 p.)
• Disciplina: 025.04068/8
• Soggetto topico: Information services industry - Customer services; Online information services industry - Customer services; Libraries and publishing; Libraries and electronic publishing; Acquisitions (Libraries); Information services - Purchasing; Selling; Negotiation in business
• Soggetto genere / forma: Electronic books.
• Note generali: Includes index.
• Nota di contenuto: ""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"" ; ""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 For Me)""; ""Visualizing the Sales Meeting""; ""Chapter 6: Sales = Showtime""; ""Being Positive Usually Brings Success"" ; ""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"" ; ""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"" ; ""Conclusion: Coping With Change""""Epilogue""; ""About the Author""; ""Index""
• Titolo autorizzato: Buying and selling information
• ISBN: 1-57387-723-9
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 9910464926603321
• Lo trovi qui: Univ. Federico II