Personality Traits In Professional Services Marketing

Personality Traits In Professional Services Marketing

by James B. Wetizul
     
 

ISBN-10: 0899308775

ISBN-13: 9780899308777

Pub. Date: 04/30/1994

Publisher: ABC-CLIO, Incorporated

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

Overview

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.

Product Details

ISBN-13:
9780899308777
Publisher:
ABC-CLIO, Incorporated
Publication date:
04/30/1994
Pages:
184
Product dimensions:
6.14(w) x 9.21(h) x 0.50(d)
Lexile:
1250L (what's this?)

Table of Contents

Figures and Tables

Acknowledgments

Introduction

Tasks

Characteristics: Knowledge, Intelligence, and Interpersonal Skills

Defining Interpersonal Skills

Recruitment: Selection and Assessment

Enlistment

Training: Process and Presentation

Performance: Appraisal and Compensation

Leadership: Managers and Management

Summary and Conclusions

Selected Bibliography

Index

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