- Paperback: 224 pages
- Publisher: Thomson Learning (31 July 1998)
- Language English
- ISBN-10: 0826452531
- ISBN-13: 978-0826452535
- Product Dimensions: 24.2 x 16.8 x 1.3 cm
- Average Customer Review: 3.5 out of 5 stars See all reviews (2 customer reviews)
- Amazon Bestsellers Rank: 926,038 in Books (See Top 100 in Books)
- See Complete Table of Contents
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More About the Author
Product Description
Product Description
A manual which aims to teach managers how to get the best results when dealing with potential new clients.
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
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Most Helpful Customer Reviews
3 of 3 people found the following review helpful:
2.0 out of 5 stars
Not for experienced sales people!,
By A Customer
This review is from: Creating New Clients: Marketing and Selling Professional Services (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:
5.0 out of 5 stars
Fantastic - If you want to grow your business check it out,
By A Customer
This review is from: Creating New Clients: Marketing and Selling Professional Services (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.
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Most Helpful Customer Reviews on Amazon.com (beta) Amazon.com:
5.0 out of 5 stars (1 customer review) 4 of 5 people found the following review helpful:
5.0 out of 5 stars
Full of Practical Advice,
By tracyterrell - Published on Amazon.com
This review is from: Creating New Clients: Marketing and Selling Professional Services (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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