Buying and Selling Information : A Guide for Information Professionals and Salespeople to Build Mutual Success.

Intro -- 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.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.