| 000 | 01292nam a22002774a 4500 | ||
|---|---|---|---|
| 001 | 7620 | ||
| 003 | BD-DhAAL | ||
| 005 | 20150318093509.0 | ||
| 008 | 150318s2007 nju 001 0 eng | ||
| 010 | _a 2006011010 | ||
| 020 | _a9780470045497 (pbk. : alk. paper) | ||
| 020 | _a0470045493 (pbk. : alk. paper) | ||
| 040 |
_aDLC _cDLC _dDLC _dBD-DhAAL |
||
| 050 | 0 | 0 |
_aHF5438.25 _b.M3956 2007 |
| 082 | 0 | 0 |
_a658.85 _222 |
| 100 | 1 |
_aMcCord, Paul M. _99786 |
|
| 245 | 1 | 0 |
_aCreating a million-dollar-a-year sales income : _b[sales success through client referrals] / _cPaul M. McCord. |
| 260 |
_aHoboken, N.J. : _bJohn Wiley & Sons, _cc2007. |
||
| 300 |
_av, 202 p. ; _c23 cm. |
||
| 500 | _aIncludes index. | ||
| 505 | 0 | _aWhy 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. | |
| 650 | 0 |
_aSelling. _99787 |
|
| 650 | 0 |
_aBusiness referrals. _99788 |
|
| 942 |
_2ddc _cBK |
||
| 999 |
_c34081 _d34081 |
||