Buying and Selling Information: A Guide for Information Professionals and Salespeople to Build Mutual Success

Buying and Selling Information: A Guide for Information Professionals and Salespeople to Build Mutual Success

by Michael L. Gruenberg

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Overview

Both sides of the negotiating table are represented in this practical and much-needed guide by Michael L. Gruenberg, a veteran of the electronic information field. With over 30 years selling information to libraries of all types and sizes, Gruenberg’s time-tested tips, techniques, and strategies come together in a must-read guide for sales professionals and their library customers alike. The author’s personal stories are geared to helping salespeople and librarians understand what the “other guy” is grappling with in order to achieve the best possible outcome for everyone. His hard-won insights and knowledge shed light on the importance of relationships, some harsh realities of the business world, and the “music” of the sales experience.

Product Details

ISBN-13: 9781573877244
Publisher: Information Today, Inc.
Publication date: 03/27/2014
Sold by: Barnes & Noble
Format: NOOK Book
File size: 2 MB

About the Author

Mike is currently the president of Gruenberg Consulting, LLC (gruenbergconsulting.com), a firm he founded in January 2012, devoted to providing information services companies with sales source analysis, market research, executive coaching, and trade show nalysis. Moreover, he has developed a program to provide best practices advice for improving negotiation skills for information professionals.

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