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

By: Material type: TextTextPublisher: Hoboken, N.J. : John Wiley & Sons, c2007Description: v, 202 pages ; 23 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9780470045497 (pbk. : alk. paper)
Subject(s):
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 Collection Shelving location Call number Status Date due Barcode
Open Shelf Open Shelf UMK Kampus Kota UMK Kampus Kota DEFAULT Kampus Kota Open Shelf HF5438.25 .M395 2007 (Browse shelf(Opens below)) Available 10003155

Fakulti Keusahawanan & Perniagaan

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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