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Book Cover
E-book
Author Gruenberg, Michael L., 1946-

Title Buying and selling information : a guide for information professionals and salespeople to build mutual success / Michael L. Gruenberg
Published Medford, New Jersey : Information Today, Inc., [2014]
Online access available from:
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Description 1 online resource
Contents People do business with people, not with companies -- It takes two -- Making the most of trade shows -- The importance of your words -- Preparing for a sales call -- Sales=showtime -- Time management : Mr. Clock and Mrs. Clock -- What a typical sales call looks like -- The importance of value -- Breaking down the barriers -- Managing the decision-making process -- Negotiating skills -- Terms and conditions -- Sales satisfaction
Summary 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
Notes Includes index
Print version record
Subject Acquisitions (Libraries)
Information services industry -- Customer services.
Information services -- Purchasing.
Libraries and electronic publishing.
Libraries and publishing.
Negotiation in business.
Online information services industry -- Customer services.
Selling.
Form Electronic book
ISBN 1573877239 (electronic bk.)
9781573877237 (electronic bk.)