TY  - BOOK
AU  - McCord,Paul M.
TI  - Creating a million-dollar-a-year sales income: [sales success through client referrals] 
SN  - 9780470045497
U1  - 658.85 22
PY  - 2007///
CY  - Hoboken, N.J.
PB  - John Wiley & Sons
KW  - Selling
KW  - Business referrals
N1  - Includes index; 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
UR  - http://www.loc.gov/catdir/toc/ecip0611/2006011010.html
UR  - http://www.loc.gov/catdir/enhancements/fy0741/2006011010-b.html
UR  - http://www.loc.gov/catdir/enhancements/fy0741/2006011010-d.html
ER  -