| Document Type
|
:
|
BL
|
| Record Number
|
:
|
1040292
|
| Doc. No
|
:
|
b794662
|
| Main Entry
|
:
|
Port, Michael,1970-
|
| Title & Author
|
:
|
The contrarian effect : : why it pays (big) to take typical sales advice and do the opposite /\ Michael Port and Elizabeth Marshall.
|
| Publication Statement
|
:
|
Hoboken, N.J. :: John Wiley & Sons,, ©2008.
|
| Page. NO
|
:
|
1 online resource (x, 165 pages)
|
| ISBN
|
:
|
047039935X
|
|
|
:
|
: 0470435232
|
|
|
:
|
: 661236789X
|
|
|
:
|
: 9780470399354
|
|
|
:
|
: 9780470435236
|
|
|
:
|
: 9786612367892
|
|
|
:
|
0470237902
|
|
|
:
|
1282367897
|
|
|
:
|
9780470237908
|
|
|
:
|
9781282367890
|
| Bibliographies/Indexes
|
:
|
Includes bibliographical references (pages 151-153) and index.
|
| Contents
|
:
|
From the Old World to the New -- Typical tactics are out of sync with the market -- Typical tactics are focused on the wrong person -- Typical tactics damage relationships and long-term potential -- Typical tactical harm reputations and create unintended consequences -- Contrarian primer -- Pendulum swing.
|
| Abstract
|
:
|
Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite . Find an entirely sound approach to building better client relationships and closing more sales by doing the exact opposite that conventional sales advice dictates. Re-examine the most well-worn sales tactics in the business and discover specific and actionable strategies and principles that will help you close more sales today.
|
| Subject
|
:
|
Marketing.
|
| Subject
|
:
|
Sales management.
|
| Subject
|
:
|
Selling.
|
| Subject
|
:
|
BUSINESS ECONOMICS-- Green Business.
|
| Subject
|
:
|
Marketing.
|
| Subject
|
:
|
Sales management.
|
| Subject
|
:
|
Selling.
|
| Dewey Classification
|
:
|
658.8/02
|
| LC Classification
|
:
|
HF5438.25.P673 2008eb
|
| Added Entry
|
:
|
Marshall, Elizabeth,1975-
|