LEADER 00000cam  22000004a 4500 
001    ocm67239695 
003    OCoLC 
005    20071122031233.0 
008    060331t20072007nju           001 0 eng   
010      2006011010 
020    9780470045497|qpaperback|qalkaline paper 
020    0470045493|qpaperback|qalkaline paper 
035    (OCoLC)67239695 
035    (Sirsi) i9780470045497 
040    DLC|beng|cDLC|dBAKER|dC#P|dYDX|dBTCTA|dYDXCP 
042    pcc 
049    CKEA 
050 00 HF5438.25|b.M3956 2007 
082 00 658.85|222 
100 1  McCord, Paul M. 
245 10 Creating a million-dollar-a-year sales income :|b[sales 
       success through client referrals] /|cPaul M. McCord. 
264  1 Hoboken, N.J. :|bJohn Wiley & Sons,|c[2007] 
264  4 |c©2007 
300    v, 202 pages ;|c23 cm 
336    text|btxt|2rdacontent 
337    unmediated|bn|2rdamedia 
338    volume|bnc|2rdacarrier 
500    Includes index. 
505 0  Why salespeople fail -- Referrals are the solution -- 
       Simply asking for referrals doesn't work -- Establishing 
       the referral relationship -- Getting agreement on terms --
       Negotiating for referrals -- Earning the referrals -- The 
       referral acquisition meeting -- Contacting the referred 
       prospect -- The next generation of referrals -- What if 
       they don't buy? -- Creating referral partnerships -- 
       Networking for refferals -- Common objections to referral 
       selling. 
650  0 Selling. 
650  0 Business referrals. 
856 41 |3Table of contents only|uhttp://www.loc.gov/catdir/toc/
       ecip0611/2006011010.html 
856 41 |uhttp://www.loc.gov/catdir/toc/ecip0611/2006011010.html
       |3Contributor biographical information 
856 42 |3Contributor biographical information|uhttp://www.loc.gov
       /catdir/enhancements/fy0741/2006011010-b.html 
856 42 |3Publisher description|uhttp://www.loc.gov/catdir/
       enhancements/fy0741/2006011010-d.html 
856 42 |uhttp://www.loc.gov/catdir/enhancements/fy0741/2006011010
       -b.html|3Publisher description 
856 42 |uhttp://www.loc.gov/catdir/enhancements/fy0741/2006011010
       -d.html 
938    Baker & Taylor|bBKTY|c19.95|d14.96|i0470045493|n0006801065
       |sactive 
938    YBP Library Services|bYANK|n2441327 
994    92|bCKE