Marketing Professional Services is a uniquely focused, incisive and
practical introduction to new business planning, marketing and
selling skills for those in the professional services sector. It is
for professionals who have to sell to professionals. Professionals
of all types, from accountants and consultants to surveyors and
solicitors who have trained in a specific technical skill will
understand the power of good clear marketing practice reading this
book. If you have to sell yourself and your service to clients this
book shows you: * The importance of winning new business in an
increasingly competitive, deregulated market* How to plan for
winning new business including a full script for cold calls * The
techniques, skills and resources required in order to achieve your
goals focusing on the three P's of Preparation, Prospection and
PersistenceIndividual chapters provide you with a basic grounding
in separate sales and marketing issues - from prospecting and cold
canvassing to direct marketing and public relations. The book
includes sample interactive conversations and provides a constant
source of reference for the professional sales person. It is based
on long experience of training in this sector and is a short,
practical and appropriate introduction to the key concepts.
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