عنوان
پدید آورنده
موضوع
رده
HF5438.25 .M399 2009eb
HF5438
.
25
.
M399
2009eb
کتابخانه
محل استقرار
INTERNATIONAL STANDARD BOOK NUMBER
(Number (ISBN
0470521791
(Number (ISBN
0470522003
(Number (ISBN
0470522011
(Number (ISBN
1282279610
(Number (ISBN
9780470521793
(Number (ISBN
9780470522004
(Number (ISBN
9780470522011
(Number (ISBN
9781282279612
Erroneous ISBN
9780470455852
NATIONAL BIBLIOGRAPHY NUMBER
Number
b739944
TITLE AND STATEMENT OF RESPONSIBILITY
Title Proper
Winning the professional services sale :
General Material Designation
[Book]
Other Title Information
unconventional strategies to reach more clients, land profitable work, and maintain your sanity /
First Statement of Responsibility
Michael W. McLaughlin.
.PUBLICATION, DISTRIBUTION, ETC
Place of Publication, Distribution, etc.
Hoboken, N.J. :
Name of Publisher, Distributor, etc.
Wiley,
Date of Publication, Distribution, etc.
©2009.
PHYSICAL DESCRIPTION
Specific Material Designation and Extent of Item
1 online resource (xviii, 200 pages) :
Other Physical Details
illustrations
INTERNAL BIBLIOGRAPHIES/INDEXES NOTE
Text of Note
Includes bibliographical references and index.
CONTENTS NOTE
Text of Note
Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity; Contents; Acknowledgments; Introduction; Part I: Connect; Chapter 1: Seven Realities of Selling Services; Chapter 2: Before You Call (or Meet) Any Client; Chapter 3: Master the Client Interview; Chapter 4: Uncover the Real Problem; Part II: Collaborate; Chapter 5: When It Pays to Walk Away; Chapter 6: Five Elements of a Winning Sales Strategy; Chapter 7: Who Cares about This Sale ... and Why?; Chapter 8: Shift Happens: Predicting Surprises.
0
SUMMARY OR ABSTRACT
Text of Note
In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.
ACQUISITION INFORMATION NOTE
Source for Acquisition/Subscription Address
OverDrive, Inc.
Source for Acquisition/Subscription Address
OverDrive, Inc.
Stock Number
2BA2DAA7-847F-46AF-B366-71E8E6FB661D
OTHER EDITION IN ANOTHER MEDIUM
Title
Winning the professional services sale.
International Standard Book Number
0470455853
TOPICAL NAME USED AS SUBJECT
Selling.
Success in business.
BUSINESS & ECONOMICS-- Corporate & Business History.
BUSINESS & ECONOMICS-- Distribution.
BUSINESS & ECONOMICS-- Infrastructure.
BUSINESS & ECONOMICS-- Marketing-- General.
Selling.
Success in business.
(SUBJECT CATEGORY (Provisional
BUS-- 032000
BUS-- 043000
BUS-- 077000
BUS-- 078000
KJS
DEWEY DECIMAL CLASSIFICATION
Number
338
.
761
Number
658
.
85
Edition
22
Edition
22
LIBRARY OF CONGRESS CLASSIFICATION
Class number
HF5438
.
25
Book number
.
M399
2009eb
PERSONAL NAME - PRIMARY RESPONSIBILITY
McLaughlin, Michael W.,1955-
ORIGINATING SOURCE
Date of Transaction
20201204005458.0
Cataloguing Rules (Descriptive Conventions))
pn
ELECTRONIC LOCATION AND ACCESS
Electronic name
مطالعه متن کتاب [Book]
Y
