Dynamic practice development [electronic resource] : selling skills and techniques for the professions / Kim Tasso.

Format:

Book

Author/Creator:

Tasso, Kim.

Language:

English

Subjects (All):

Professions--Marketing.

Professions.

Business.

Physical Description:

1 online resource (306 p.)

Place of Publication:

London : Thorogood, c2003.

Summary:

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.

Contents:

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

Appendix 6 Summary account management planAppendix 7 Checklist: Are you ready to sell?

Notes:

Description based upon print version of record.

Includes bibliographical references.

ISBN:

1-4175-9599-X

1-85418-517-9

OCLC:

191039122