| Document Type
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BL
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| Record Number
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1047771
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| Doc. No
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b802141
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| Main Entry
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Tasso, Kim.
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| Title & Author
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Dynamic practice development : : selling skills and techniques for the professions /\ Kim Tasso.
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| Publication Statement
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London :: Thorogood,, ©2003.
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| Page. NO
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1 online resource (xiv, 285 pages) :: illustrations
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| ISBN
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1280233397
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: 141759599X
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: 1854182323
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: 1854185179
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: 9781280233395
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: 9781417595990
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: 9781854182326
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: 9781854185174
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| Bibliographies/Indexes
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Includes bibliographical references.
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| Contents
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About the author; Contents; List of figures; Preface; ONE Introduction; TWO Marketing planning; THREE What is selling?; FOUR Adopting the buyer's point of view: An introduction to buyer behaviour and relevant psychology; FIVE Selling frameworks and models; SIX Selling skills; SEVEN Competitive tendering; EIGHT Account management; NINE Firm-wide issues on selling; Appendix 1 Sales jargon buster; Appendix 2 Useful sales related books; Appendix 3 Self-appraisal of service performance; Appendix 4 Internal service review questionnaire and example questions; Appendix 5 Full account management plan.
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| Abstract
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This work addresses the unique concerns of professionals who wish to sell their services successfully and to feel comfortable about doing so. Topics covered include: market planning; selling skills; competitive tendering; and account management.
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| Subject
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Professions-- Marketing.
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| Subject
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BUSINESS ECONOMICS-- Knowledge Capital.
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Business Economics.
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Labor Workers' Economics.
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Management Styles Communication.
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| Subject
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Management.
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| Subject
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Professions-- Marketing.
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| Dewey Classification
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331.712
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| LC Classification
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HD8038.A1T37 2003eb
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