Buying and selling information : a guide for information professionals and salespeople to build mutual success / Michael L. Gruenberg.

This guide is geared to helping librarians and salespeople understand what the "other guy" is grappling with in order to achieve the best possible outcome for everyone with special attention paid to the needs and interests of the end-user public.

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Bibliographic Details
Online Access: Access E-Book
Access Note:Access to electronic resources restricted to Simmons University students, faculty and staff.
Main Author: Gruenberg, Michael L., 1946- (Author)
Corporate Author: Gale (Firm)
Format: eBook
Published: Medford, New Jersey : Information Today, Incorporated, [2014]
Series:Gale eBooks
Table of Contents:
  • chapter 1. People do business with people, not with companies
  • chapter 2. It takes two
  • chapter 3. Making the most of trade shows
  • chapter 4. The importance of your words
  • chapter 5. Preparing for a sales meeting
  • chapter 6. Sales = showtime
  • chapter 7. Time management : Mr. Clock and Mrs. Clock
  • chapter 8. What a typical sales call looks like
  • chapter 9. The importance of value
  • chapter 10. Breaking down the barriers
  • chapter 11. Managing the decision-making process
  • chapter 12. Negotiating skills
  • chapter 13. Terms and conditions
  • chapter 14. Sales satisfaction.