- Paperback: 208 pages
- Publisher: Cengage Learning EMEA (3 Sep 1998)
- Language English
- ISBN-10: 0304704261
- ISBN-13: 978-0304704262
- Product Dimensions: 24.4 x 17.1 x 1.4 cm
- Average Customer Review: 3.5 out of 5 stars See all reviews (2 customer reviews)
- Amazon Bestsellers Rank: 1,148,229 in Books (See Top 100 in Books)
- See Complete Table of Contents
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More About the Author
Product Description
Product Description
Professional people often have few selling skills and feel they should be "above" selling. In today's climate, however, it is crucial for firms to seek new business if they are to survive. This book teaches managers how to get the best results when dealing with potential new clients. The authors have taught senior employees from companies like KPMG, Arthur Anderson, and Deloitte and Touche -- and are widely regarded as being the best in the business.
From the Publisher
Accountants, Lawyers and engineers rarely enter their professions with a secret desire to become salespeople. Over time, however, they can become less involved in the technical aspects of their work and more involved in managing client relationships. Before long, the professional has a responsibility for income generation and then, almost imperceptibly, for bringing in new clients. Nowadays, in many firms, if a person cannot bring in quality work from new clients, his or her career prospects will be severely limited.
--This text refers to an alternate
Paperback
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Customer Reviews
Most Helpful Customer Reviews
3 of 3 people found the following review helpful
Format:Paperback
This book, although well written, is aimed at newcomers to selling. It covers a lot of basic sales techniques and I would not recommend it to experienced sales people wishing to improve their performance in selling services.
3 of 3 people found the following review helpful
Format:Paperback
I've had a look at a large number of books on Marketing Services - this is the ONLY book which gives you the detail. We call it the Bible and the PACE methodology works - it makes sense and you can monitor your progress. Well done guys! - please publish some more especially case studies.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
1 review
4 of 5 people found the following review helpful
Full of Practical Advice
6 Feb 2002
Format:Paperback
Just trying to get myslef organized to focus on sales efforts, and I found this book very useful - replete with practical advice and hypothetical scenarios. Lean, to the point, actually (dare I say it) entertaining to read, as "professional" books go.
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