Buying and selling information : a guide for information professionals and salespeople to build mutual success / Michael L. Gruenberg.

By:

Gruenberg, Michael L, 1946-

Material type: Text

text

Media type:

computer

Carrier type:

online resource

ISBN:

1573877239
9781573877237

Subject(s): Genre/Form:

Additional physical formats: Print version:: No titleDDC classification:

025.04068/8 23

LOC classification:

HD9999.I492 G78 2014

Online resources:

Click here to access online

Contents:

People do business with people, not with companies -- It takes two -- Making the most of trade shows -- The importance of your words -- Preparing for a sales call -- Sales=showtime -- Time management : Mr. Clock and Mrs. Clock -- What a typical sales call looks like -- The importance of value -- Breaking down the barriers -- Managing the decision-making process -- Negotiating skills -- Terms and conditions -- Sales satisfaction.

Summary: This guide is geared to helping librarians and salespeople understand what the "other guy" is grappling with in order to achieve the best possible outcome for everyone with special attention paid to the needs and interests of the end-user public.

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Holdings
Item type	Home library	Collection	Call number	Materials specified	Status	Date due	Barcode
Electronic-Books	OPJGU Sonepat- Campus	E-Books EBSCO			Available

Includes index.

Print version record.

This guide is geared to helping librarians and salespeople understand what the "other guy" is grappling with in order to achieve the best possible outcome for everyone with special attention paid to the needs and interests of the end-user public.

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