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Dynamic Practice Development: Selling Skills and Techniques for the Professions
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ISBN
:
9788130902159
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Publisher
:
Thorogood Limited
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Subject
:
Business & Management
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Binding
:
Paperback
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Pages
:
232
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Year
:
2006
₹
195.0
₹
195.0
195.0
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Description
If you're one of the many professionals who hate selling themselves and their firm's services, but recognise you have little option, this book has been written for you. Kim Tasso specialises in the professional services sector, with over 20 years' marketing experience. Her book provides a valuable overview of a wide range of marketing and selling concepts of relevance to the professions. There are many books on marketing for the professions and even more on selling skills in general, but there has never been anything on selling for the professions- until now. Packed with practical advice, tips, hints, sample plans, check lists and questionnaires, here is a truly expert guide to selling and account management specifically designed for all professional firms and advisers.
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Author Biography
Kim Tasso BA (Hons) DipM MCIM MIDM MCIJ MBA is an independent consultant. She was the first Director of Marketing at leading law firm Nabarro Nathan son between 1989 and 1993. Before that she was the first Marketing Manager at Deloitte Consulting. Table of ContentsIntroduction Marketing planning What is Selling? Adopting the buyer's point of view Selling frameworks and models Selling skills Competitive tendering Account management Firm-wide issues on selling Appendices Sales jargon buster Useful sales related books Self-appraisal of service performance Internal service review questionnaire Full account management plan Summary account management plan Check list: are you ready to sell?
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