TY  - BOOK
AU  - Hughes,Tim
AU  - Reynolds,Matt
TI  - Social selling: techniques to influence buyers and changemakers 
SN  - 9780749478025
AV  - HF5438.25 .H8656 2016
U1  - 658.85 23
PY  - 2016///
CY  - London, Philadelphia
PB  - Kogan Page
KW  - Selling
KW  - Social aspects
KW  - Sales management
KW  - Internet marketing
KW  - Social media
KW  - Customer relations
KW  - Social Media
KW  - Vente
KW  - Aspect social
KW  - Ventes
KW  - Gestion
KW  - Marketing sur Internet
KW  - Médias sociaux
KW  - social media
KW  - aat
KW  - Sales & marketing
KW  - bicssc
KW  - BUSINESS & ECONOMICS
KW  - Sales & Selling
KW  - bisacsh
KW  - Industrial Management
KW  - Management
KW  - Management Science
KW  - Organizational Behavior
KW  - fast
KW  - Sales and marketing
KW  - thema
KW  - Electronic books
N1  - Includes bibliographical references and index; <Ul style='padding-top:0;padding-left:0;list-style:none;'><li><ul style='padding-top:0;list-style:none;'><li>Chapter -- 0: Introduction to Social Selling;</li><li>Chapter -- 1: Community and Tribalism;</li><li>Chapter -- 2: Your Identity within Social Networks;</li><li>Chapter -- 3: Talking to Strangers;</li><li>Chapter -- 4: Controlling Influence;</li><li>Chapter -- 5: Mechanics of Traditional Sales;</li><li>Chapter -- 6: Moving from an Analogue to a Social Mindset;</li><li>Chapter -- 7: Selling the Idea of Social selling and Measuring Success;</li><li>Chapter -- 8: How to use Technology to your Advantage;</li><li>Chapter -- 9: Digital Maturity;</li><li>Chapter -- 10: Five Steps to Getting You Started.</li></ul></li></ul>
N2  - "As the digital landscape has changed buyers' habits it's increasingly difficult to reach them early enough in their decision-making process using traditional sales methods. Developing relationships with decision-makers through social networks has become an increasingly critical skill - enabling sales professionals to engage early on and 'hack' the buying process. Social Selling provides a practical, step-by-step blueprint for harnessing these specific and proven techniques including: - How to use networks purposefully to build social trust and create a high quality community - How to develop real influence and authority in your subject area and connect with change-makers - How to scale the social selling strategy across an organisation including maturity and investment models, risk and governance, and technology platforms"--
UR  - https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1271880
ER  -