[sales success through client referrals] McCord, Paul M. creator text nju Hoboken, N.J John Wiley & Sons c2007 2007 monographic eng

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v, 202 p. ; 23 cm. Why salespeople fail -- Referrals are the solution -- Simply asking for referrals doesn't work -- Establishing the referral relationship -- Getting agreement on terms -- Negotiating for referrals -- Earning the referrals -- The referral acquisition meeting -- Contacting the referred prospect -- The next generation of referrals -- What if they don't buy? -- Creating referral partnerships -- Networking for refferals -- Common objections to referral selling. Paul M. McCord. Includes index. Selling Business referrals HF5438.25 .M3956 2007 658.85 9780470045497 (pbk. : alk. paper) 0470045493 (pbk. : alk. paper) 2006011010 DLC 150318 20150318093509.0 7620