MARC record from Internet Archive

LEADER: 03984cam 22004574a 4500
001 ocm42690092
003 OCoLC
005 20101013124429.0
008 991012s2000 nyu 000 0 eng
010 $a 99052714
040 $aDLC$cDLC$dBAKER$dBTCTA$dYDXCP$dOCLCG$dIG#$dHALAN
020 $a0786865954
020 $a9780786865956
035 $a(OCoLC)42690092
042 $apcc
043 $an-us---
050 00 $aHF5438.4$b.F69 2000
082 00 $a658.8$221
100 1 $aFox, Jeffrey J.,$d1945-
245 10 $aHow to become a rainmaker :$bthe people who get and keep customers /$cJeffrey J. Fox.
250 $a1st ed.
260 $aNew York :$bHyperion,$cc2000.
300 $axvii, 169 p. ;$c20 cm.
505 00 $gI$tThe Rainmaker's Credo$g5 --$gII$tAlways Answer the Question, "Why Should This Customer Do Business with Us?"$g7 --$gIII$tObey Marketing's First Commandment$g10 --$gIV$tCustomers Don't Care About You$g12 --$gV$tAlways Precall Plan Every Sales Call$g14 --$gVI$tFish Where the Big Fish Are$g18 --$gVII$tShow Them the Money!$g20 --$gVIII$tEarthquakes Don't Count$g25 --$gIX$tKiller Sales Question #1$g28 --$gX$tAlways Take the Best Seat in a Restaurant$g30 --$gXI$tDon't Drink Coffee on a Sales Call$g32 --$gXII$tYou're Not at Lunch to Eat Lunch$g35 --$gXIII$tNever Wear a Pen in Your Shirt Pocket$g37 --$gXIV$tKiller Sales Question #2$g39 --$gXV$tRainmakers Turn Customer Objections into Customer Objectives$g42 --$gXVI$tAlways Make a "Mid-Job, Next-Job" Recommendation$g46 --$gXVII$tTreat Everybody You Meet as a Potential Client$g49 --$gXVIII$tHeed the Biggest Buy Signal$g52 --$gXIX$tKiller Sales Question #3$g54 --$gXX$tAlways Return Every Call Every Day$g59 --$gXXI$tLearn the "Miles Per Gallon" of Selling$g61 --$gXXII$tBeware the Myth of Time and Territory Management$g65 --$gXXIII$tAlways Taste the Wine Before a Wine Tasting$g68 --$gXXIV$tDare to Be Dumb$g71 --$gXXV$tAlways Do an Investment Return Analysis$g75 --$gXXVI$tNever Forget: Everybody Is Somebody's Somebody$g78 --$gXXVII$tAlways Be on "High Receive"$g80 --$gXXVIII$t"Onionize"$g83 --$gXXIX$tIf You Don't Care About the Answer, Don't Ask the Question$g86 --$gXXX$tNever Be in a Meeting$g88 --$gXXXI$tPresent for Show, Close for Dough$g91 --$gXXXII$tAdvice to a Baby-sitter$g93 --$gXXXIII$tKiller Sales Question #4$g96 --$gXXXIV$tGive and Get$g99 --$gXXXV$tSell on Friday Afternoons$g103 --$gXXXVI$t"Break the Ice" at the End of the Sales Call$g105 --$gXXXVII$tUse the Point System Every Day$g108 --$gXXXVIII$tA Shot on Goal Is Never a Bad Play$g110 --$gXXXIX$tDon't Make Cold Calls$g113 --$gXL$tShow the Chain, Sell the First Link$g115 --$gXLI$tDon't Talk with Food in Your Mouth$g119 --$gXLII$tKiller Sales Question #5$g121 --$gXLIII$tLove Voice Mail$g124 --$gXLIV$tPark in the Back$g129 --$gXLV$tBe the Best-Dressed Person You Will Meet Today$g131 --$gXLVI$tWhy Breakfast Meetings Bring Rain$g133 --$gXLVII$t"Here's My Card..."$g136 --$gXLVIII$tKiller Sales Question #6$g139 --$gXLIX$tTen Things to Do Today to Get Business$g142 --$gL$tHow to Recognize a Rainmaker$g144 --$tThe Rainmaker Extra: How to Dollarize$g148 --$tA Case Study: Mr. K.$g155.
650 0 $aSales management$zUnited States.
650 0 $aSelling$zUnited States.
650 0 $aCustomer relations$zUnited States.
650 0 $aSuccess in business$zUnited States.
938 $aBaker & Taylor$bBKTY$c16.95$d12.71$i0786865954$n0003402907$sactive
938 $aBaker and Taylor$bBTCP$n99052714
938 $aYBP Library Services$bYANK$n1639918
938 $aIngram$bINGR$n9780786865956
952 $a42690092$zDLC$bLIBRARY OF CONGRESS$hCore$iLCC$kDDC$ppcc$tContents$u20100918
952 $a230488322$zHBS$bHARVARD UNIV, BUSINESS SCH, BAKER LIBR$hFull batch$iLCC$kDDC$u20100630
029 1 $aYDXCP$b1639918
029 1 $aNZ1$b5399668
029 1 $aAU@$b000021105164
029 1 $aIG#$b9780786865956
029 1 $aHEBIS$b194088243
994 $aZ0$bPMR
948 $hNO HOLDINGS IN PMR - 691 OTHER HOLDINGS