The contrarian effect why it pays (big) to take typical sales advice and do the opposite - Port, Michael, 1970-; Marshall, Elizabeth, 1975- (Hoboken, N.J. : John Wiley & Sons, 2008)
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.
Includes bibliographical references (p. [151]-153) and index.
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Electronic reproduction. Santa Fe, Arg.: elibro, 2021. Available via World Wide Web. Access may be limited to eLibro affiliated libraries.
Keywords: Selling; Sales management; Marketing; Electronic books