TY  - BOOK
AU  - Port,Michael
AU  - Marshall,Elizabeth
TI  - The contrarian effect: why it pays (big) to take typical sales advice and do the opposite 
SN  - 9780470237908 (cloth)
AV  - HF5438.25 .P673 2008
U1  - 658.8/02 22
PY  - 2008///
CY  - Hoboken, N.J.
PB  - John Wiley & Sons
KW  - Selling
KW  - Sales management
KW  - Marketing
N1  - Includes bibliographical references (p. [151]-153) and index; 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
UR  - http://www.loc.gov/catdir/enhancements/fy0828/2008014657-d.html
UR  - http://www.loc.gov/catdir/enhancements/fy0828/2008014657-t.html
ER  -