| Record ID | ia:101marketingstra00troy |
| Source | Internet Archive |
| Download MARC XML | https://archive.org/download/101marketingstra00troy/101marketingstra00troy_marc.xml |
| Download MARC binary | https://www.archive.org/download/101marketingstra00troy/101marketingstra00troy_meta.mrc |
LEADER: 05096cam 22007574a 4500
001 ocm55692004
003 OCoLC
005 20160207045850.0
008 040622s2004 nju ob 001 0 eng d
006 m o d
007 cr cnu|unuuu||
040 $aN$T$beng$epn$cN$T$dOCLCQ$dYDXCP$dOCLCQ$dTUU$dOCLCQ$dOCLCO$dTEFOD$dEBLCP$dIDEBK$dMHW$dUBY$dE7B$dREDDC$dOCLCQ$dOCLCF$dDEBSZ$dOCLCQ$dMERUC$dUKDOC$dTEFOD
019 $a56015049$a505149327$a531180073$a610000976$a647776890$a651123105$a744644003$a880325738
020 $a0471654752$q(electronic bk.)
020 $a9780471654759$q(electronic bk.)
020 $z0471651109
035 $a(OCoLC)55692004$z(OCoLC)56015049$z(OCoLC)505149327$z(OCoLC)531180073$z(OCoLC)610000976$z(OCoLC)647776890$z(OCoLC)651123105$z(OCoLC)744644003$z(OCoLC)880325738
037 $bOverDrive, Inc.$nhttp://www.overdrive.com
037 $aA10CD439-7800-44D5-BF92-42397A02BCFA$bOverDrive, Inc.$nhttp://www.overdrive.com
050 4 $aHF5415.135$b.W38 2004eb
072 7 $aBUS$x094000$2bisacsh
072 7 $aKF$2bicssc
082 04 $a658.8/02$222
100 1 $aWaugh, Troy.
245 10 $a101 marketing strategies for accounting, law, consulting, and professional services firms$h[electronic resource] /$cTroy Waugh.
246 3 $aOne hundred one marketing strategies for accounting, law, consulting, and professional services firms
260 $aHoboken, N.J. :$bWiley,$c℗♭2004.
300 $a1 online resource (xix, 266 pages)
336 $atext$btxt$2rdacontent
337 $acomputer$bc$2rdamedia
338 $aonline resource$bcr$2rdacarrier
504 $aIncludes bibliographical references (pages 259-260) and index.
588 0 $aPrint version record.
505 0 $a101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms; About the Author; Our Team; The Rainmaker Academy; Contents; Preface; Chapter One -- Introduction; Chapter Two -- Prospecting; Chapter Three -- Qualifying; Chapter Four -- Gaining Access to Decision Makers; Chapter Five -- Identifying Decision Influencers; Chapter Six -- Discovering Problems; Chapter Seven -- Developing Needs; Chapter Eight -- The "R" Word; Chapter Nine -- Building Like and Trust; Chapter Ten -- Demonstrating Capabilities; Chapter Eleven -- Handling Objections; Chapter Twelve -- Persuading Decision Influencers.
520 $a"Troy Waugh--'the rainmakers' rainmaker'--has provided a well-designed blueprint for selling professional services that skillfully draws upon his more than thirty years in the field. This practical, highly focused guide to the selling process can help our firms achieve sales successes measured not only by effort but also by bottom-line results."--Howard B. Allenberg, vice chairman and CIO, BDO Seidman, LLP. Finally, peerless focus on how to break into all aspects of the selling process and the currents of relationship and buyer development. Learn how to build your personal and firm busi.
650 0 $aMarketing$xDecision making.
650 0 $aStrategic planning.
650 0 $aCustomer relations$xManagement.
650 7 $aBUSINESS & ECONOMICS$xGreen Business.$2bisacsh
650 7 $aCustomer relations$xManagement.$2fast$0(OCoLC)fst00885539
650 7 $aMarketing$xDecision making.$2fast$0(OCoLC)fst01010188
650 7 $aStrategic planning.$2fast$0(OCoLC)fst01134371
655 4 $aElectronic books.
776 08 $iPrint version:$aWaugh, Troy.$t101 marketing strategies for accounting, law, consulting, and professional services firms.$dHoboken, N.J. : Wiley, ℗♭2004$z0471651109$w(DLC) 2003021210$w(OCoLC)53138570
856 40 $3Ebook Library$uhttp://public.eblib.com/choice/publicfullrecord.aspx?p=469997
856 40 $3ebrary$uhttp://site.ebrary.com/id/10299970
856 40 $3EBSCOhost$uhttp://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=108676
856 40 $3MyiLibrary$uhttp://www.myilibrary.com?id=34569
856 40 $3123Library.org$uhttp://www.123library.org/book_details/?id=8498
856 40 $3OverDrive$uhttps://www.overdrive.com/search?q=A10CD439-7800-44D5-BF92-42397A02BCFA
856 4 $3Image$uhttp://images.contentreserve.com/ImageType-100/0128-1/{A10CD439-7800-44D5-BF92-42397A02BCFA}Img100.jpg
856 41 $3Table of contents$uhttp://catdir.loc.gov/catdir/toc/wiley041/2003021210.html
856 41 $3MyiLibrary, Table of contents$uhttp://www.myilibrary.com?id=34569&ref=toc
856 42 $3Publisher description$uhttp://catdir.loc.gov/catdir/description/wiley041/2003021210.html
856 42 $3Contributor biographical information$uhttp://catdir.loc.gov/catdir/bios/wiley047/2003021210.html
938 $aEBL - Ebook Library$bEBLB$nEBL469997
938 $aebrary$bEBRY$nebr10299970
938 $aEBSCOhost$bEBSC$n108676
938 $aIngram Digital eBook Collection$bIDEB$n34569
938 $aYBP Library Services$bYANK$n2298640
938 $a123Library.org$b123L$n8498
029 1 $aAU@$b000042132362
029 1 $aDEBSZ$b396311245
029 1 $aNZ1$b12083342
994 $aZ0$bPMR
948 $hNO HOLDINGS IN PMR - 762 OTHER HOLDINGS