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Book Cover
Author Curtis, Joan C., 1950-

Title The new handshake : sales meets social media / Joan C. Curtis and Barbara Giamanco
Published Santa Barbara, Calif. : Praeger, [2010]
Online access available from:
ABC CLIO ebooks    View Resource Record  


Description 1 online resource (xv, 204 pages)
Contents The New Handshake: Sales Meets Social Media; Contents; Acknowledgments; Introduction; PART ONE: THE EVOLUTION OF SELLING AND BUYERS; Chapter 1: The Evolution of Sales; Chapter 2: The Evolution of Buyers and Online Communication; Chapter 3: The Wild, Wild West of Social Media; Chapter 4: What Are You Waiting For?; Chapter 5: Consultative Selling: Make New Friends but Keep the Old; Chapter 6: What Does Your Social Media Customer Look Like?; Chapter 7: Developing the Corporate Mindset; Chapter 8: Charting Your Course: The Three P's: Purpose, Plan, People
Summary The coauthors, Curtis and Giamanco present Sales 2.0, a significant expansion from selling via the traditional face-to-face or telephone sales methods. The book begins by examining the impact of the communication revolution on sales as well as the history of selling. Then it goes on to describe each social network, explain how they work, and create a road map for a social media sales strategy, including how to empower salespeople to overcome their resistance to change.--[book cover]
Bibliography Includes bibliographical references and index
Notes Print version record
Subject Selling.
Social media.
Internet marketing.
Target marketing.
Form Electronic book
Author Giamanco, Barbara.
ISBN 9780313382727 (electronic bk.)
0313382727 (electronic bk.)