000			01536cam a22003014a 4500
001			744
003			BD-DhEU
005			20120828103234.0
008			120828s2007 nju 001 0 eng
020			_a9780470045497
020			_a0470045493
040			_aDLC _cDLC _dDLC _dBD-DhEU
041			_aeng
082	0	0	_a658.85 _222 _bMCC 2007
100	1		_aMcCord, Paul M. _94298
245	1	0	_aCreating a million-dollar-a-year sales income : _b[sales success through client referrals] / _cPaul M. McCord.
260			_aHoboken, N.J. : _bJohn Wiley & Sons, _cc2007.
300			_av, 202 p. ; _c23 cm.
500			_aIncludes index.
505	0		_aWhy 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.
590			_aMd. Jahangir Alam
650		0	_aSelling. _93167
650		0	_aBusiness referrals. _94299
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip0611/2006011010.html
856	4	2	_3Contributor biographical information _uhttp://www.loc.gov/catdir/enhancements/fy0741/2006011010-b.html
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy0741/2006011010-d.html
942			_2ddc _cBK
999			_c1584 _d1584