عنوان
پدید آورنده
موضوع
رده
HF 5438.25 .M3956 2007
HF
5438
.
25
.
M3956
2007
کتابخانه
محل استقرار
OTHER STANDARD IDENTIFIER
Standard Number
1971-73
TITLE AND STATEMENT OF RESPONSIBILITY
First Statement of Responsibility
McCord, Paul M.
Title Proper
Creating a million-dollar-a-year sales income ]sales success through client referrals[
.PUBLICATION, DISTRIBUTION, ETC
Place of Publication, Distribution, etc.
Hoboken, N.J.
Name of Publisher, Distributor, etc.
John Wiley & Sons
Date of Publication, Distribution, etc.
c2007
PHYSICAL DESCRIPTION
Specific Material Designation and Extent of Item
v, 202 p. , 23 cm.
GENERAL NOTES
Text of Note
Includes index.
CONTENTS NOTE
Text of Note
Why salespeople fail -- Referrals are the solution -- Simply asking for referrals doesn't work -- Establishing the referral relationship -- Getting agreement on terms -- Negotiating for referrals -- Earning the referrals -- The referral acquisition meeting -- Contacting the referred prospect -- The next generation of referrals -- What if they don't buy? -- Creating referral partnerships -- Networking for refferals -- Common objections to referral selling.
TOPICAL NAME USED AS SUBJECT
Entry Element
، Selling
Entry Element
، Business referrals
DEWEY DECIMAL CLASSIFICATION
Number
658
.
85
LIBRARY OF CONGRESS CLASSIFICATION
Class number
HF
5438
.
25
.
M3956
2007
PERSONAL NAME - PRIMARY RESPONSIBILITY
Relator Code
AU
Entry Element
Paul M. McCord
TI
LOCATION AND CALL NUMBER
Shelving Form of Title, Author, Author/Title
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