Personality Traits in Professional Services Marketing
HC gerader Rücken kaschiert
Lieferzeit: Print on Demand - Lieferbar innerhalb von 3-5 Werktagen I
ISBN-13:
9780899308777
Veröffentl:
1994
Einband:
HC gerader Rücken kaschiert
Erscheinungsdatum:
30.04.1994
Seiten:
184
Autor:
James B. Wetizul
Gewicht:
448 g
Format:
240x161x15 mm
Sprache:
Englisch
Beschreibung:
Identifying the people best suited to marketing a firm to new clients is critical to the success of new business acquisition. Weitzul's research, plus his own consulting (and new business acquisition) experience, convinces him that not only are some people better suited than others to this delicate task, but that there are ways to identify the traits that make them better--and before costly mistakes can happen. Weitzul guides managing partners and others with marketing responsibilities through the various steps in selecting their rainmakers, then offers help in developing their talents. Readable, with questionnaires and checklists, the book will be an essential, pragmatic resource for any professional services firm or consultancy.
Provides managing partners and others in professional services firms with research-based guidance on selecting the people best qualified to market the firm to potential new clients.
Figures and TablesAcknowledgmentsIntroductionTasksCharacteristics: Knowledge, Intelligence, and Interpersonal SkillsDefining Interpersonal SkillsRecruitment: Selection and AssessmentEnlistmentTraining: Process and PresentationPerformance: Appraisal and CompensationLeadership: Managers and ManagementSummary and ConclusionsSelected BibliographyIndex