| Description |
1 online resource (xiv, 285 pages) : illustrations |
| Physical Medium |
polychrome |
| Description |
text file |
| Bibliography |
Includes bibliographical references. |
| Contents |
About the author; Contents; List of figures; Preface; ONE Introduction; TWO Marketing planning; THREE What is selling?; FOUR Adopting the buyer's point of view: An introduction to buyer behaviour and relevant psychology; FIVE Selling frameworks and models; SIX Selling skills; SEVEN Competitive tendering; EIGHT Account management; NINE Firm-wide issues on selling; Appendix 1 Sales jargon buster; Appendix 2 Useful sales related books; Appendix 3 Self-appraisal of service performance; Appendix 4 Internal service review questionnaire and example questions; Appendix 5 Full account management plan. |
| Summary |
This work addresses the unique concerns of professionals who wish to sell their services successfully and to feel comfortable about doing so. Topics covered include: market planning; selling skills; competitive tendering; and account management. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Professions -- Marketing.
|
|
Professions -- Marketing. |
| Genre/Form |
Electronic books.
|
| Other Form: |
Print version: Tasso, Kim. Dynamic practice development. London : Thorogood, ©2003 1854182323 (OCoLC)52785354 |
| ISBN |
141759599X (electronic book) |
|
9781417595990 (electronic book) |
|
1854185179 |
|
9781854185174 |
|
9781854182326 (paperback) |
|
1854182323 (paperback) |
|
1280233397 |
|
9781280233395 |
|
