MARC details
| 000 -LEADER |
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| fixed length control field |
04558nam a2200517 i 4500 |
| 001 - CONTROL NUMBER |
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| control field |
9781631578489 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
BEP |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20240726104638.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
171216s2018 nyu foa 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781631578489 |
| Qualifying information |
|
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
CaBNVSL |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
CaBNVSL |
| Modifying agency |
CaBNVSL |
| 050 04 - LIBRARY OF CONGRESS CALL NUMBER |
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| Classification number |
HG1616 |
| Item number |
.C767 2018 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Warren, Clifton T., |
| Relator term |
Author |
| 245 10 - TITLE STATEMENT |
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| Title |
Cross-selling financial services : |
| Remainder of title |
a professional's guide to account development / |
| Statement of responsibility, etc. |
Clifton Warren. |
| 250 ## - EDITION STATEMENT |
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| Edition statement |
First edition. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
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| Place of publication, distribution, etc. |
New York, New York (222 East 46th Street, New York, NY 10017) : |
| Name of publisher, distributor, etc. |
Business Expert Press, |
| Date of publication, distribution, etc. |
(c)2018. |
| 300 ## - PHYSICAL DESCRIPTION |
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| Extent |
1 online resource (xiv, 202 pages) |
| 336 ## - CONTENT TYPE |
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| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
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| Media type term |
computer |
| Media type code |
c |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
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| Carrier type term |
online resource |
| Carrier type code |
cr |
| Source |
rdacarrier |
| 347 ## - DIGITAL FILE CHARACTERISTICS |
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| File type |
data file |
| Source |
rda |
| 490 1# - SERIES STATEMENT |
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| Series statement |
Finance and financial management collection, |
| 505 00 - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Part I. Getting ready -- |
| Title |
1. What is cross-selling? -- |
| -- |
2. Realities of the market: turning it to your competitive advantage -- |
| -- |
3. Developing your strategic profile: understanding the dynamics shaping your business -- |
| -- |
4. Panning for gold: identifying opportunities in your client base -- |
| -- |
Part II. Getting set -- |
| -- |
5. Building exit barriers: protecting your top clients -- |
| -- |
6. Converting your products and services into value-added solutions -- |
| -- |
7. Mastering best sales practices -- |
| -- |
8. Nurturing: what to do when clients are not ready to buy -- |
| -- |
Part III. Launch -- |
| -- |
9. Overcoming roadblocks and hurdles -- |
| -- |
10. Getting everyone on board -- |
| -- |
11. Executing your cross-selling game plan -- |
| -- |
12. Making it work for you -- |
| -- |
Appendix A. Cross-selling refresher list -- |
| -- |
Appendix B. Why you need more than just revenue goals -- |
| -- |
Appendix C. Glossary -- |
| -- |
Appendix D. The Standard Industrial Classification (SIC) Code System -- |
| -- |
Appendix E. Personal marketing plan checklist -- |
| -- |
Appendix F. Personal marketing plan worksheet -- |
| -- |
Appendix G. Sample strategic plan -- |
| -- |
Appendix H. Client advisory board marketing guidelines -- |
| -- |
About the author -- |
| -- |
Index. |
| 520 3# - SUMMARY, ETC. |
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| Summary, etc. |
This book is about generating profitable revenue from existing clients, and converting part-time clients into 100 percent full-time clients. Professionals and firms that offer financial services want to enjoy continued organic growth, and maximize the value of their business. Retaining and developing existing clients is one of the challenges they encounter in the process. The financial services industry is currently facing several key challenges: increasing competition, industry consolidation, rapidly changing technology, a soft market (for rates, premiums, and fees), and an increasing number of regulatory requirements. All these factors make it difficult for firms to produce consistent, positive, organic growth. This book is a follow-up to my previous book The Financial Sales Handbook: A Professionals Guide to Becoming a Top Producer. Although this book is an extension of the first, readers can be confident in approaching it as a stand-alone book. Cross-Selling Financial Services: A Professional's Guide to Account Development is for experienced professionals and firms who want to protect their existing top clients and revenue, and maximize the longterm growth and profitability of their business. The book will also help professionals to sharpen their account development capabilities. It is designed to be the nucleus for corporate training programs, as well as a guide for self-employed professionals who must market and sell to stay in business. |
| 530 ## - COPYRIGHT INFORMATION: |
|---|
| COPYRIGHT INFORMATION |
COPYRIGHT NOT covered - Click this link to request copyright permission: |
| Uniform Resource Identifier |
<a href="b">b</a> |
| 530 ## - COPYRIGHT INFORMATION: |
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| COPYRIGHT INFORMATION |
|
| 538 ## - SYSTEM DETAILS NOTE |
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| System details note |
Mode of access: World Wide Web. |
| 538 ## - SYSTEM DETAILS NOTE |
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| System details note |
System requirements: Adobe Acrobat reader. |
| 588 ## - SOURCE OF DESCRIPTION NOTE |
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| Source of description note |
Title from PDF title page (viewed on December 16, 2017). |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name entry element |
Cross-selling financial services. |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
centers of influence |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
clients |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
cross-selling |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
organic growth |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
retention |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
sales pipeline |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
sales plans |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
selling process |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
selling |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
target accounts |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
targets of attention |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
targets of opportunities |
| 655 #0 - INDEX TERM--GENRE/FORM |
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| Genre/form data or focus term |
Electronic books. |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
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| Uniform Resource Identifier |
<a href="https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000667.html">https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000667.html</a> |
| -- |
Click here to access this RESOURCE ONLINE | Login using your my.ciu username & password |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
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| Koha item type |
|
| DONATED BY: |
|
| VENDOR |
Business Expert Press |
| Classification part |
HG1616.M3 |
| PUBLICATION YEAR |
(c)2018 |
| LOCATION |
|
| REQUESTED BY: |
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| -- |
|
| -- |
NFIC |
| -- |
Cynthia Snell |
| 902 ## - LOCAL DATA ELEMENT B, LDB (RLIN) |
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| a |
1 |
| b |
Cynthia Snell |
| c |
1 |
| d |
Cynthia Snell |