The contrarian effect : why it pays (big) to take typical sales advice and do the opposite /: why it pays (big) to take typical sales advice and do the opposite. (©2008)

• Record Type: Book
• Further Information: Note: Michael Port and Elizabeth Marshall.
• Other Names: Port, Michael, 1970-; Marshall, Elizabeth, 1975-
• Contents: From the Old World to the New -- Typical tactics are out of sync with the market -- Typical tactics are focused on the wrong person -- Typical tactics damage relationships and long-term potential -- Typical tactical harm reputations and create unintended consequences -- Contrarian primer -- Pendulum swing.
• Publisher Details: Hoboken, N.J : John Wiley & Sons
• Publication Date: 2008
• Copyright Date: 2008
• Extent: 1 online resource (x, 165 pages)
• Subjects: 658.8/02; Selling; Sales management; Marketing; BUSINESS & ECONOMICS -- Green Business; Marketing; Sales management; Selling; Electronic books
• Languages: English
• ISBNs: 9780470399354; 9780470435236; 0470435232
• Related ISBNs: 047039935X; 1282367897; 9781282367890; 9780470237908; 0470237902
• Notes: Note: Includes bibliographical references (pages 151-153) and index.; Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.