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Cover image for Buying and Selling Information [electronic resource] : A Guide for Information Professionals and Salespeople to Build Mutual Success
Buying and Selling Information [electronic resource] : A Guide for Information Professionals and Salespeople to Build Mutual Success
ISBN:
9781573877237
Title:
Buying and Selling Information [electronic resource] : A Guide for Information Professionals and Salespeople to Build Mutual Success
Author:
Gruenberg, Michael L.
Personal Author:
Gruenberg, Michael L.
Publication Information:
Medford : Information Today, Inc., 2014.
Physical Description:
1 online resource (222 p.)
General Note:
Description based upon print version of record.
Contents:
""Title page""; ""Contents""; ""Foreword""; ""Acknowledgments""; ""Preface""; ""Introduction""; ""Part One: The Info Pro�Salesperson Relationship""; ""Chapter 1: People Do Business With People, Not With Companies""; ""Reading the Room""; ""Getting to Know Each Other""; ""Communicating Effectively and Creating Bonds""; ""Chapter 2: It Takes Two""; ""Guidelines for the Salesperson and the Vendor""; ""Guidelines for the Information Professional""; ""Persistence""; ""Chapter 3: Making the Most of Trade Shows""; ""The Importance of Trade Shows""; ""Selling to or Becoming a Serious Buyer""

""Preparing for a Trade Show""""Chapter 4: The Importance of Your Words""; ""What Not to Put in Writing""; ""Communicating Honestly""; ""The Words You Choose Make a Difference""; ""Part Two: The Sales Meeting""; ""Chapter 5: Preparing for a Sales Meeting""; ""A Well-Planned Sales Meeting""; ""Preparing for a Sales Meeting""; ""Different Meetings for Different Purposes""; ""Leverage and Momentum""; ""Negotiating Price""; ""Using an Agenda""; ""W.I.I.F.M. (What�s In It For Me)""; ""Visualizing the Sales Meeting""; ""Chapter 6: Sales = Showtime""; ""Being Positive Usually Brings Success""

""Making a Good First Impression""""Chapter 7: Time Management: Mr. and Ms. Clock""; ""Managing Time as a Salesperson""; ""Managing Time as an Information Professional""; ""Mr. and Ms. Clock""; ""Chapter 8: What a Typical Sales Meeting Looks Like""; ""Before the Sales Meeting Begins""; ""Structure of a Sales Meeting""; ""Chapter 9: The Importance of Value""; ""It�s About Value, Not Price""; ""Features and Benefits""; ""The 80/20 Rule""; ""Chapter 10: Breaking Down the Barriers""; ""Perceived and Real Barriers""; ""Technical Barriers""; ""Part Three: Closing the Sale""

""Chapter 11: Managing the Decision-Making Process""""Clarifying Expectations""; ""Understanding Sales Requirements and Payment Plans""; ""Once the Decision Is Made""; ""Chapter 12: Negotiating Skills""; ""Elements of Negotiation for the Information Professional""; ""Handling Objections in Negotiations""; ""When Negotiations Don�t Work""; ""Chapter 13: Terms and Conditions""; ""Understanding How Costs Are Set""; ""Product Use Terms and Conditions""; ""Payment Terms""; ""Chapter 14: Sales Satisfaction""; ""Sales Satisfaction""; ""Mileposts in Communication""; ""The Post-Sales Relationship""

""Conclusion: Coping With Change""""Epilogue""; ""About the Author""; ""Index""
Subject Term:
Acquisitions (Libraries).

Information services -- Purchasing.

Information services industry -- Customer services.

Libraries and electronic publishing.

Libraries and publishing.

Negotiation in business.

Online information services industry -- Customer services.

Selling.
Format:
Electronic Resources
Electronic Access:
Click here to view book
Publication Date:
2014
Publication Information:
Medford : Information Today, Inc., 2014.