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Buying and selling laboratory instruments [[electronic resource] ] : a practical consulting guide / / Marvin C. McMaster
| Buying and selling laboratory instruments [[electronic resource] ] : a practical consulting guide / / Marvin C. McMaster |
| Autore | McMaster Marvin C |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, 2010 |
| Descrizione fisica | 1 online resource (xiv, 160 p.) : ill |
| Disciplina | 681.750688 |
| Soggetto topico |
Scientific apparatus and instruments - Marketing
Laboratories - Equipment and supplies - Marketing |
| ISBN |
9780470615935 (e-book)
9780470404010 (hbk.) |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | PART ONE PURCHASING LABORATORY INSTRUMENTS; 1 Selecting Laboratory Instruments; 2 Step-By-Step Purchasing; 3 Analytical Instrument Specifications; 4 Finding The Best Price; 5 Grants and Bidding; 6 Instrument Vendor Support; 7 Laboratory Instrument Service; 8 Recycling The System; PART TWO A GUIDE TO THE SELLING PROCESS; 9 Buying Relationships; 10 Sales Justification; 11 Profiling the Sales Call; 12 Objections in the Sales Process; 13 Step-by-Step Instrument Selling; 14 Closing the Sale; 15 The Laws of Selling; 16 Handling Problems; Appendix A Frequently Asked Questions A.1 Frequently Asked Purchasing Questions; A.2 Frequently Asked Questions About New Instruments; A.3 Frequently Asked Questions about the Selling Process; Appendix B Memory Aids, Figures, and Tables; Appendix C Glossary of Purchasing and Sales Terms; Appendix D Troubleshooting Quick Reference; D.1 Troubleshooting the Purchase; D.2 Troubleshooting the Sale; Appendix E Selected Reading List; INDEX. |
| Record Nr. | UNINA-9910140821903321 |
McMaster Marvin C
|
||
| Hoboken, N.J., : Wiley, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Buying and selling laboratory instruments : a practical consulting guide / / Marvin C. McMaster
| Buying and selling laboratory instruments : a practical consulting guide / / Marvin C. McMaster |
| Autore | McMaster Marvin C |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Hoboken, NJ, : Wiley, c2010 |
| Descrizione fisica | 1 online resource (xiv, 160 p.) : ill |
| Disciplina | 681/.750688 |
| Soggetto topico |
Scientific apparatus and instruments - Marketing
Laboratories - Equipment and supplies - Marketing |
| ISBN |
9780470615935 (ebook)
9780470404010 (hbk.) 9786612707681 9780470615935 0470615931 9780470615928 0470615923 9781282707689 128270768X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | PART ONE PURCHASING LABORATORY INSTRUMENTS; 1 Selecting Laboratory Instruments; 2 Step-By-Step Purchasing; 3 Analytical Instrument Specifications; 4 Finding The Best Price; 5 Grants and Bidding; 6 Instrument Vendor Support; 7 Laboratory Instrument Service; 8 Recycling The System; PART TWO A GUIDE TO THE SELLING PROCESS; 9 Buying Relationships; 10 Sales Justification; 11 Profiling the Sales Call; 12 Objections in the Sales Process; 13 Step-by-Step Instrument Selling; 14 Closing the Sale; 15 The Laws of Selling; 16 Handling Problems; Appendix A Frequently Asked Questions A.1 Frequently Asked Purchasing Questions; A.2 Frequently Asked Questions About New Instruments; A.3 Frequently Asked Questions about the Selling Process; Appendix B Memory Aids, Figures, and Tables; Appendix C Glossary of Purchasing and Sales Terms; Appendix D Troubleshooting Quick Reference; D.1 Troubleshooting the Purchase; D.2 Troubleshooting the Sale; Appendix E Selected Reading List; INDEX. |
| Record Nr. | UNINA-9910826619603321 |
|
McMaster Marvin C
|
||
| Hoboken, NJ, : Wiley, c2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
