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Both sides of the negotiating table are represented in this practical and much-needed guide by Michael L. Gruenberg, a veteran of the electronic information field. With over 30 years selling information to libraries of all types and sizes, Gruenbergs time-tested tips, techniques, and strategies come together in a must-read guide for sales professionals and their library customers alike. The authors personal stories are geared to helping salespeople and librarians understand what the "other guy" is grappling with in order to achieve the best possible outcome for everyone. His hard-won insights and knowledge shed light on the importance of relationships, some harsh realities of the business world, and the "music" of the sales experience.
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