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Marketing Professional Services By Michael Roe

Marketing Professional Services

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A practical introduction to business planning, marketing and selling skills for those in the professional services sector, this book is for professionals who have to sell to professionals. It provides a basic grounding in separate sales and marketing issues - from prospecting and cold canvassing to direct marketing and public relations.

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Marketing Professional Services Summary


Marketing Professional Services by Michael Roe

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 Persistence

Individual 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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About Michael Roe


Michael Roe is the Business Development Director at Research International, now the world's leading ad hoc market research company. He has introduced there the sales and marketing philosophy which has taken the company to its leading position, winning an award on the way from the Institute of Sales Promotion. Having lectured across the RI global network on his methods, he has gone on to run open seminars for both Centaur Conferences and the Market Research Society.

Table of Contents


How to use this book; Winning new business; The role of marketing inside your organization; Running a successful new business programme; The elements of business development; Getting there! - Prospecting; Being there! - Cold canvass presenting and pitching; PR; Advertising; Direct marketing; Print material; Keeping the customer happy; A view from the other side; Researching your market; Next steps - putting skills into practice.

Additional information

GOR002293257
Marketing Professional Services by Michael Roe
Michael Roe
Used - Very Good
Paperback
Taylor & Francis Ltd
1998-08-24
176
0750641274
9780750641272
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.