Buying and selling information
Subtitle: a guide for information professionals and salespeople to build mutual success
By: Michael L. Gruenberg
Publisher: Information Today, Inc.
Published: 2014
Place of publication: Medford, New Jersey
Language: eng
Number of pages: 195
ISBN-13: 9781573874786
Subjects: Information services industry; Customer services; Online information services industry; Libraries and publishing; Libraries and electronic publishing; Acquisitions (Libraries); Information services; Purchasing; Selling; Negotiation in business
Notes: Includes index.
Table of contents: title: People do business with people, not with companies; title: It takes two; title: Making the most of trade shows; title: The importance of your words; title: Preparing for a sales call; title: Sales=showtime; title: Time management : Mr. Clock and Mrs. Clock; title: What a typical sales call looks like; title: The importance of value; title: Breaking down the barriers; title: Managing the decision-making process; title: Negotiating skills; title: Terms and conditions; title: Sales satisfaction.