| Description |
v, 202 pages ; 23 cm |
| Note |
Includes index. |
| Contents |
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. |
| Subject |
Selling.
|
|
Business referrals.
|
| ISBN |
9780470045497 paperback alkaline paper |
|
0470045493 paperback alkaline paper |
|
