000			01688cam a22003254a 4500
001			14323590
005			20131008125534.0
007			Paper bound
008			060331s2007 nju 001 0 eng
010			_a 2006011010
020			_a9780470045497
040			_aDLC _cDLC _dDLC
042			_apcc
082	0	0	_a658.85 _222 _bMC-C
100	1		_aMcCord, Paul M
245	1	0	_aCreating a million-dollar-a-year sales income _bsales success through client referrals
260			_aNew Jersey _bJohn Wiley & Sons _c2007
300			_av,202p. _c23 cm.
500			_aIncludes index.
505	0		_aWhy 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.
650		0	_aSelling.
650		0	_aBusiness referrals.
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip0611/2006011010.html
856	4	2	_3Contributor biographical information _uhttp://www.loc.gov/catdir/enhancements/fy0741/2006011010-b.html
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy0741/2006011010-d.html
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2ddc _cBK
999			_c6095 _d6095