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Creating a million-dollar-a-year sales income sales success through client referrals

By: Material type: TextTextPublication details: New Jersey John Wiley & Sons 2007Description: v,202p. 23 cmISBN:
  • 9780470045497
Subject(s): DDC classification:
  • 658.85 22 MC-C
Online resources:
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.
Item type: Print
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Holdings
Item type Home library Collection Shelving location Call number Status Date due Barcode
Print Print OPJGU Sonepat- Campus General Books Main Library 658.85 MC-C (Browse shelf(Opens below)) Available 107309

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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