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008 140124s2014 nju s 001 0 eng d;

010 a| 2013047034;

020 a| 9781573874786 (pbk.);

035 a| (WaSeSS)ssj0001182283;

040 a| DLCb| engc| DLCd| WaSeSS;

042 a| pcc;

049 a| EREEa| NEHH;

050 00 a| HD9999.I492b| G78 2014;

082 00 a| 025.04068/82| 23;

100 1 a| Gruenberg, Michael L.,d| 1946-?| UNAUTHORIZED;

245 10 a| Buying and selling informationh| [electronic resource] :b| a guide for information professionals and salespeople to build mutual success /c| Michael L. Gruenberg.;

260 a| Medford, New Jersey :b| Information Today, Inc.,c| [2014];

300 a| xxv, 195 pages ;c| 23 cm;

500 a| Includes index.;

505 0 a| 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.;

506 a| Available only to authorized users.;

538 a| Mode of access: World Wide Web;

650 0 a| Information services industryx| Customer services.=| ^A265542;

650 0 a| Online information services industryx| Customer services.=| ^A539736;

650 0 a| Libraries and publishing.=| ^A42742;

650 0 a| Libraries and electronic publishing.=| ^A189245;

650 0 a| Acquisitions (Libraries)=| ^A19375;

650 0 a| Information servicesx| Purchasing.=| ^A9241;

650 0 a| Selling.=| ^A32187;

650 0 a| Negotiation in business.=| ^A142167;

655 0 a| Electronic books.=| ^A491897;

856 40 z| Full text available from Ebook Central - Academic Completeu| https://ebookcentral.proquest.com/lib/eastcarolina/detail.action?docID=3316169;

949 a| CLICK ON WEB ADDRESSw| ASISh| JOYNER188;

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998 a| 4002166;

999 a| CLICK ON WEB ADDRESSw| ASISc| 1i| 4002166-1001l| JNETm| JOYNERr| Ys| Yt| JNESSBKu| 1/1/2016x| EBOOKz| JERESOURCE;

999 a| CLICK ON WEB ADDRESSw| ASISc| 1i| 4002166-2001l| HSLELECm| HSLr| Ys| Yt| HEBKu| 1/1/2016x| EBOOKz| HERESOURCE;

999 a| CLICK ON WEB ADDRESSw| ASISc| 1i| 4002166-3001l| MNETm| JMUSICr| Ys| Yt| MNESSBKu| 1/1/2016x| EBOOKz| JERESOURCE;

Buying and selling information a guide for information professionals and salespeople to build mutual success / Michael L. Gruenberg.

Author/creator	Gruenberg, Michael L., 1946-
Format	Electronic
Publication Info	Medford, New Jersey : Information Today, Inc., [2014]
Description	xxv, 195 pages ; 23 cm
Supplemental Content	Full text available from Ebook Central - Academic Complete
Subjects	Information services industry--Customer services. Online information services industry--Customer services. Libraries and publishing. Libraries and electronic publishing. Acquisitions (Libraries) Information services--Purchasing. Selling. Negotiation in business.

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.
General note	Includes index.
Access restriction	Available only to authorized users.
Technical details	Mode of access: World Wide Web
Genre/form	Electronic books.
LCCN	2013047034
ISBN	9781573874786 (pbk.)

Buying and selling information a guide for information professionals and salespeople to build mutual success / Michael L. Gruenberg.

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