Buying and Selling Information, 1st Edition

  • Michael L. Gruenberg
  • Published By: Information Today
  • ISBN-10: 1573877239
  • ISBN-13: 9781573877237
  • DDC: 025.04068
  • Grade Level Range: College Freshman - College Senior
  • 224 Pages | eBook
  • Original Copyright 2014 | Published/Released January 2015
  • This publication's content originally published in print form: 2014

  • Price:  Sign in for price



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.

Table of Contents

Front Cover.
Half Title Page.
Other Frontmatter.
Title Page.
Copyright Page.
1: The Info Pro–Salesperson Relationship.
2: People Do Business with People, Not with Companies.
3: It Takes Two.
4: Making the Most of Trade Shows.
5: The Importance of Your Words.
6: The Sales Meeting.
7: Preparing for a Sales Meeting.
8: Sales = Showtime.
9: Time Management: Mr. and Ms. Clock.
10: What a Typical Sales Meeting Looks Like.
11: The Importance of Value.
12: Breaking Down the Barriers.
13: Closing the Sale.
14: Managing the Decision-Making Process.
15: Negotiating Skills.
16: Terms and Conditions.
17: Sales Satisfaction.
Conclusion: Coping with Change.
About the Author.