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Creating a million-dollar-a-year sales income : [sales success through client referrals] / Paul M. McCord.

By: Publication details: Hoboken, N.J. : John Wiley & Sons, c2007.Description: v, 202 p. ; 23 cmISBN:
  • 9780470045497 (pbk. : alk. paper)
  • 0470045493 (pbk. : alk. paper)
Subject(s): DDC classification:
  • 658.85 22
LOC classification:
  • HF5438.25 .M3956 2007
Contents:
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.
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Holdings
Item type Current library Home library Call number Copy number Status Date due Barcode Item holds
Book Book Savar Campus Library General Stacks Savar Campus Library General Stacks 658.85 MCC (Browse shelf(Opens below)) 1 Available 3020007620
Total holds: 0

Includes index.

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.

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