Professionals of all types, from accountants and consultants to surveyors and solicitors who have trained in a specific technical skill will understand the power of good clear marketing practice reading this book. If you have to sell yourself and your service to clients this book shows you:
* The importance of winning new business in an increasingly competitive, deregulated market
* How to plan for winning new business including a full script for cold calls
* The techniques, skills and resources required in order to achieve your goals focusing on the three P's of Preparation, Prospection and Persistence
Individual chapters provide you with a basic grounding in separate sales and marketing issues - from prospecting and cold canvassing to direct marketing and public relations. The book includes sample interactive conversations and provides a constant source of reference for the professional sales person. It is based on long experience of training in this sector and is a short, practical and appropriate introduction to the key concepts.
Addresses the specific needs of a hitherto underpublished market
Light and pacy approach based on tested training materials
Written by a very experienced and articulate practitioner
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Professionals of all types, from accountants and consultants to surveyors and solicitors who have trained in a specific technical skill will understand the power of good clear marketing practice reading this book. If you have to sell yourself and your service to clients this book shows you:
* The importance of winning new business in an increasingly competitive, deregulated market
* How to plan for winning new business including a full script for cold calls
* The techniques, skills and resources required in order to achieve your goals focusing on the three P's of Preparation, Prospection and Persistence
Individual chapters provide you with a basic grounding in separate sales and marketing issues - from prospecting and cold canvassing to direct marketing and public relations. The book includes sample interactive conversations and provides a constant source of reference for the professional sales person. It is based on long experience of training in this sector and is a short, practical and appropriate introduction to the key concepts.
Addresses the specific needs of a hitherto underpublished market
Light and pacy approach based on tested training materials
Written by a very experienced and articulate practitioner
Imprint | Butterworth-Heinemann |
Country of origin | United Kingdom |
Release date | August 1998 |
Availability | Expected to ship within 12 - 17 working days |
First published | 1998 |
Authors | Michael Roe |
Dimensions | 234 x 156 x 10mm (L x W x T) |
Format | Paperback |
Pages | 176 |
ISBN-13 | 978-0-7506-4127-2 |
Barcode | 9780750641272 |
Categories | |
LSN | 0-7506-4127-4 |