Marketing Professional Services (häftad)
Format
Häftad (Paperback)
Språk
Engelska
Antal sidor
224
Utgivningsdatum
1998-08-01
Illustratör/Fotograf
black & white illustrations 1
Illustrationer
facsims.
Dimensioner
236 x 154 x 8 mm
Vikt
259 g
Antal komponenter
1
ISBN
9780750641272
Marketing Professional Services (häftad)

Marketing Professional Services

Winning New Business in the Profesional Services Sector

Häftad Engelska, 1998-08-01
529
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Marketing Professional Services is a uniquely focused, incisive and practical introduction to new business planning, marketing and selling skills for those in the professional services sector. It is for professionals who have to sell to professionals.

Professionals of all types, from accountants and consultants to surveyors and solicitors who have trained in a specific technical skill will understand the power of good clear marketing practice reading this book. If you have to sell yourself and your service to clients this book shows you:
* The importance of winning new business in an increasingly competitive, deregulated market
* How to plan for winning new business including a full script for cold calls
* The techniques, skills and resources required in order to achieve your goals focusing on the three P's of Preparation, Prospection and Persistence

Individual chapters provide you with a basic grounding in separate sales and marketing issues - from prospecting and cold canvassing to direct marketing and public relations. The book includes sample interactive conversations and provides a constant source of reference for the professional sales person. It is based on long experience of training in this sector and is a short, practical and appropriate introduction to the key concepts.

Addresses the specific needs of a hitherto underpublished market
Light and pacy approach based on tested training materials
Written by a very experienced and articulate practitioner
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Övrig information

Michael Roe is the Business Development Director at Research International, now the world's leading ad hoc market research company. He has introduced there the sales and marketing philosophy which has taken the company to its leading position, winning an award on the way from the Institute of Sales Promotion. Having lectured across the RI global network on his methods, he has gone on to run open seminars for both Centaur Conferences and the Market Research Society.

Innehållsförteckning

Winning new business - your duty; running a successful new business programme; the elements of business development; cold canvassing; PR; advertising; direct marketing; print material; keeping the customer happy; a view from the other side.