Personality Traits In Professional Services Marketing

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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.

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Product Details

  • ISBN-13: 9780899308777
  • Publisher: ABC-CLIO, Incorporated
  • Publication date: 4/30/1994
  • Pages: 184
  • Lexile: 1250L (what's this?)
  • Product dimensions: 6.14 (w) x 9.21 (h) x 0.50 (d)

Meet the Author

JAMES B. WEITZUL is President of Banks & Weitzul, Inc., a Princeton, N.J., consulting firm.

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Table of Contents

1 Tasks 1
2 Characteristics: Knowledge, Intelligence, and Interpersonal Skills 11
3 Defining Interpersonal Skills 29
4 Recruitment: Selection and Assessment 39
5 Enlistment 63
6 Training: Process and Presentation 83
7 Performance: Appraisal and Compensation 105
8 Leadership: Managers and Management 127
9 Summary and Conclusions 147
Selected Bibliography 157
Index 159
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