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How to become a rainmaker : the rules for getting and keeping customers and clients / Jeffrey J. Fox. - New York : Hyperion , 2000. - 169 s. ; 20 cm.

Autor

Fox Jeffrey J.

Forma i typ

Książki Publikacje fachowe

Temat

Techniki sprzedaży Marketing Obsługa klienta Zarządzanie relacjami z klientami Stany Zjednoczone (USA)

Gatunek

Poradnik

Dziedzina i ujęcie

Zarządzanie i marketing

1. The Rainmaker's Credo; 2. Always Answer the Question, Why Should This Customer do business with Us; 3. Obey Marketing's First Commandment; 4. Customers Don't Care About Yoy; 5. Always Precall Plan Every Sales Call; 6. Fish Where the Big Fish Are; 7. Show Them the Money!; 8. Earthquakes Don't Count; 9. Killer Sales Question #1; 10. Take the Best Seat in a Restaurant; 11. Don't Drink Coffee on a Sales Call; 12. You're Not AT Lunch to Eat Lunch; 13. Never Wear a Pen in Your Shirt Pocket; 14. Killer Sales Question #2; 15. Rainmakers Turn Customer Objections into Customer Objectives; 16. Always Make a Mid-Job Next-Job Recommendation; 17. Treat Everybody You Meet as a Potential Client; 18. Heed the Biggest Buy Signal; 19. Killer Sals Question #3; 20. Always Return Every Call Every Day; 21. Learn the "Miles Per Gallon" of Selling; 22. Beware the Myth of Time and Territory Management; 23. Always taste the Wine Befora a Wine Tasting; 24. Dare to Be Dumb; 25. Always Do an Investment Return Analysis; 26. Never Forget Everybody Is Sombody's Somebody; 27. Always Be on High Receive; 28. Onionize; 29. If You Don't Care About the Answer, Don't Ask the Question; 30. Never Be in a Meeting; 31. Present for Show, Close for Dough; 32. Advice to a Baby-sitter; 33. Killer Sales Question#4; 34. Give and Get; 35. Sell on Friday Afternoons; 36. Break ihe Ice AT the End od the Sales Call; 37. Use the Point System Every Day; 38. A Shot on Goal Is Never a Bad Play; 39. Don't Make Cold Calls; 40. Show the Chain, Sell the First Link; 41. Don't Talk with Food in Your Mouth; 42. Killer Sales Questions #5; 43. Love Voice Mail; 44.Park in the Back; 45. Be the Best-Dresses Person You Will Meet Toay; 46. Why Breakfast Meetings Bring Rain; 47. Here's My Card; 48. Killer Sales Questions #6; 49. Ten Things to Do Today Get Business; 50. How to Recognize Rainmaker; The Rainmaker Extra: How to Dollarize; A Case Study: Mr. K.

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Są egzemplarze dostępne do wypożyczenia: sygn. 339.138 (4 egz.)

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