Creating new clients: marketing and selling professional services
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
London [u.a.]
Cassell
1998
|
| Ausgabe: | 1. publ. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XII, 196 S. graph. Darst. |
| ISBN: | 0304704253 0304704261 |
Internformat
MARC
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| 245 | 1 | 0 | |a Creating new clients |b marketing and selling professional services |c Kevin Walker, Cliff Ferguson and Paul Denvir |
| 250 | |a 1. publ. | ||
| 264 | 1 | |a London [u.a.] |b Cassell |c 1998 | |
| 300 | |a XII, 196 S. |b graph. Darst. | ||
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| 700 | 1 | |a Denvir, Paul |e Verfasser |4 aut | |
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Datensatz im Suchindex
| _version_ | 1804127481713655808 |
|---|---|
| adam_text | Contents
Introduction vii
Section 1: The PACE Pipeline
1 Introducing the PACE Pipeline 3
Section 2: Getting to the First Meeting
2 Denning the Best Prospects 17
3 Marketing the Firm 30
4 Making Appointments with Prospective Clients 44
Section 3: Selling the Art of Persuasion
5 Selling the Art of Persuasion 65
Section 4: PACES the Steps to Successful Selling
6 PACES: Position Ourselves and Our Organisation 83
7 PACES: Understanding the Prospective Client 94
8 PACES: Gaining Commitment 132
Section 5: Strategies Which Win New Clients
9 Strategies Which Win New Clients 149
10 Some Final Thoughts 193
Index 195
|
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| ctrlnum | (OCoLC)41336833 (DE-599)BVBBV012809095 |
| dewey-full | 658.8 331.7120688 |
| dewey-hundreds | 600 - Technology (Applied sciences) 300 - Social sciences |
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| dewey-tens | 650 - Management and auxiliary services 330 - Economics |
| discipline | Wirtschaftswissenschaften |
| edition | 1. publ. |
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| id | DE-604.BV012809095 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T18:34:02Z |
| institution | BVB |
| isbn | 0304704253 0304704261 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-008712106 |
| oclc_num | 41336833 |
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| owner_facet | DE-945 |
| physical | XII, 196 S. graph. Darst. |
| publishDate | 1998 |
| publishDateSearch | 1998 |
| publishDateSort | 1998 |
| publisher | Cassell |
| record_format | marc |
| spelling | Walker, Kevin Verfasser aut Creating new clients marketing and selling professional services Kevin Walker, Cliff Ferguson and Paul Denvir 1. publ. London [u.a.] Cassell 1998 XII, 196 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Marketing gtt Verkooptechnieken gtt Business consultants Marketing Marketing (DE-588)4037589-4 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf Verkauf (DE-588)4117346-6 s Marketing (DE-588)4037589-4 s DE-604 Ferguson, Cliff Verfasser aut Denvir, Paul Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008712106&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Walker, Kevin Ferguson, Cliff Denvir, Paul Creating new clients marketing and selling professional services Marketing gtt Verkooptechnieken gtt Business consultants Marketing Marketing (DE-588)4037589-4 gnd Verkauf (DE-588)4117346-6 gnd |
| subject_GND | (DE-588)4037589-4 (DE-588)4117346-6 |
| title | Creating new clients marketing and selling professional services |
| title_auth | Creating new clients marketing and selling professional services |
| title_exact_search | Creating new clients marketing and selling professional services |
| title_full | Creating new clients marketing and selling professional services Kevin Walker, Cliff Ferguson and Paul Denvir |
| title_fullStr | Creating new clients marketing and selling professional services Kevin Walker, Cliff Ferguson and Paul Denvir |
| title_full_unstemmed | Creating new clients marketing and selling professional services Kevin Walker, Cliff Ferguson and Paul Denvir |
| title_short | Creating new clients |
| title_sort | creating new clients marketing and selling professional services |
| title_sub | marketing and selling professional services |
| topic | Marketing gtt Verkooptechnieken gtt Business consultants Marketing Marketing (DE-588)4037589-4 gnd Verkauf (DE-588)4117346-6 gnd |
| topic_facet | Marketing Verkooptechnieken Business consultants Verkauf |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008712106&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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