Personality Traits in Professional Services Marketing

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.

Sommario

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

Info autore

JAMES B. WEITZUL is President of Banks & Weitzul, Inc., a Princeton, N.J., consulting firm. A psychologist with a doctorate from Cornell University, he lists among his various clients A. Foster Higgins and Financial Industries Corporation. He is also the author of two previous books, Evaluating Interpersonal Skills in the Job Interview: A Guide for Human Resource Professionals (1992) and Sales Force Dynamics: Motives, Management, Money, Marketplace (1993).

Dettagli sul prodotto

• Autori: James B. Weitzul, Weitzul James B., James B. Wetizul
• Editore: Bloomsbury
• Lingue: Inglese
• Raccomandazione d'eta': 7 a 17 anni
• Formato: Copertina rigida
• Pubblicazione: 30.04.1994
• EAN: 9780899308777
• ISBN: 978-0-89930-877-7
• Categorie: Scienze sociali, diritto, economia > Economia > Pubblicità, marketing; BUSINESS & ECONOMICS / Industries / General, BUSINESS & ECONOMICS / Marketing / General, BUSINESS & ECONOMICS / Sales & Selling / General, Sales & marketing, Industry & industrial studies, Sales and marketing, Industry and industrial studies, Business: Marketing, Advertising and Sales