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The Art of selling to the affluent: how to attract, service, and retain wealthy customers and clients for life

Author: Oechsli, Matt Publisher: Wiley, 2005.Language: EnglishDescription: 241 p. ; 24 cm.ISBN: 9780471703235Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .O43 2005
(Browse shelf)
Available 001237696
Total holds: 0

Includes bibliographical references and index


The Art of Selling to the Affluent How to Attract, Service, and Retain Wealthy Customers and Clients for Life Contents Preface vii Acknowledgments xi CHAPTER 1 The Affluent Opportunity CHAPTER 2 Getting into the Affluent Mind CHAPTER 3 1 17 33 55 77 89 105 Creating the Right Sales Environment CHAPTER 4 Overcoming Social Self-Consciousness CHAPTER 5 Becoming One with the Affluent CHAPTER 6 Affluent Finishing School CHAPTER 7 Becoming Magnetic CHAPTER 8 Becoming Even More Magnetic: Internet Savvy 123 139 163 177 199 Mastering Ritz-Carlton Service and FedEx Efficiency CHAPTER 9 CHAPTER 10 The Secret to Affluent Loyalty CHAPTER 11 Maximizing Your Affluent Sales Opportunity CHAPTER 12 The 12 Commandments of Affluent Selling Appendix 217 References 231 Index 233 About the Author 241

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