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Selling Real Estate Services - Robert A Potter
Vergriffenes Buch, derzeit bei uns nicht verfügbar.
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Robert A Potter:

Selling Real Estate Services - neues Buch

ISBN: 9780470399231

ID: 9780470399231

Third-Level Secrets of Top Producers Inhaltsangabe< b> PART I: It& #8217 s About Winning: Why You < /b> < p> Airbag versus Differentiator.< p> < b> Chapter 1 Third-Level Selling.< /b> < p> Vendor Differentiation versus Client Differentiation.< p> Level 1: Vendors Pitch (Airbags).< p> Level 2: Preferred Providers Position Their Offering Against the Competition& #8217 s.< p> Third-Level Selling: Strategic Partners Differentiate on the Client.< p> Deliberate Practice: Are Great Sales People Born or Made < p> Deliberate Practice for Third-Level Selling.< p> < b> Chapter 2 How (and Why) Clients Choose You.< /b> < p> How Clients Choose You.< p> Client Differentiators.< p> Vendor Differentiators.< p> Standard Life Investments Real Estate (SLIRE) Example.< p> Pick Your Battles.< p> Deliberate Practice: How (and Why) Clients Choose You.< p> < b> Chapter 3 Navigating From Vendor (Level 1) to Preferred Provider (Level 2).< /b> < p> Search Phase: Level 1 - Pitch to Get Invited!< p> Screening Phase: Level 2 - Position versus Competition.< p> Position Difference, Preference, and Proof.< p> Harvesting Specific Testimonials.< p> Rank as Proof.< p> Experience Is Simply the Name We Give Our Mistakes. (Oscar Wilde).< p> Best Outcome.< p> Congratulations! You Made the Short List of Preferred Providers.< p> Deliberate Practice: From Vendor to Preferred Provider.< p> < b> PART II: Third Level: From Preferred Provider to Chosen Partner.< /b> < p> Client Eyes.< p> Deliberate Practice: Third-Level Client Profile.< p> < b> Chapter 4 Accelerating Personal Relationships.< /b> < p> Find Common Ground to Accelerate Relationships.< p> The Relationship Game: Three to Five Questions to Uncover & #8220 Amazing Stories& #8221 .< p> Deliberate Practice for Accelerating Relationships.< p> < b> Chapter 5 Accelerating Professional Relationships.< /b> < p> & #8220 We Research the Hell Out of Them& #8221 .< p> Raise the Flashlight.< p> What& #8217 s Changed The Ultimate Strategic Question.< p> Looking for CID.< p> Give-and-Take Questions.< p> Gaining Agreement to Explore Solutions.< p> Deliberate Practice to Accelerate Professional Relationships.< p> < b> Chapter 6 Finding Project/Property Difference.< /b> < p> & #8220 Our Brokers Need to Know our Buildings Better Than We Do.& #8221 < p> & #8220 Because You Didn& #8217 t Ask& #8221 .< p> Start the Project before the Mandate.< p> Deliberate Practice: Project/Property Differentiation.< p> < b> Chapter 7 Finding and Aligning to Client Preferences.< /b> < p> Previous Experience.< p> Educating Client Concerns.< p> What Could Go Wrong < p> Client Visions.< p> Your Competition.< p> Unhooking an Incumbant Competitors.< p> Deliberate Practice: Finding Differences in Client Preferences.< p> < b> Chapter 8 Finding and Aligning to the Client& #8217 s Decision Process.< /b> < p> Deliberate Practice: Find and Align to the Decision Process.< p> < b> Chapter 9 Third-Level Proposals and Presentations.< /b> < p> From Vendor-centric to Client-centric.< p> Third-Level Presentations Are Client-centric.< p> Deliberate Practice: Third-Level Proposals and Presentations.< p> < b> Chapter 10 Pricing and Third-Level Negotiation.< /b> < p> We Lost on Price < p> & #8220 Who Would You Choose If Prices Were The Same & #8221 < p> Third-Level Negotiating.< p> Deliberate Practice: Pricing and Third-Level Negotiation.< p> < b> PART III: Winning without Competition.< /b> < p> < b> Chapter 11 Third-Level Client Satisfaction.< /b> < p> Highly Satisfied (versus Satisfied) Clients Twice as Loyal.< p> Take Care of It (Satisfied) and Take Care of Me (Highly Satisfied).< p> Referral: The Best Measure.< p> Client Advocates: Taking Care of You.< p Selling Real Estate Services: Inhaltsangabe< b> PART I: It& #8217 s About Winning: Why You < /b> < p> Airbag versus Differentiator.< p> < b> Chapter 1 Third-Level Selling.< /b> < p> Vendor Differentiation versus Client Differentiation.< p> Level 1: Vendors Pitch (Airbags).< p> Level 2: Preferred Providers Position Their Offering Against the Competition& #8217 s.< p> Third-Level Selling: Strategic Partners Differentiate on the Client.< p> Deliberate Practice: Are Great Sales People Born or Made < p> Deliberate Practice for Third-Level Selling.< p> < b> Chapter 2 How (and Why) Clients Choose You.< /b> < p> How Clients Choose You.< p> Client Differentiators.< p> Vendor Differentiators.< p> Standard Life Investments Real Estate (SLIRE) Example.< p> Pick Your Battles.< p> Deliberate Practice: How (and Why) Clients Choose You.< p> < b> Chapter 3 Navigating From Vendor (Level 1) to Preferred Provider (Level 2).< /b> < p> Search Phase: Level 1 - Pitch to Get Invited!< p> Screening Phase: Level 2 - Position versus Competition.< p> Position Difference, Preference, and Proof.< p> Harvesting Specific Testimonials.< p> Rank as Proof.< p> Experience Is Simply the Name We Give Our Mistakes. (Oscar Wilde).< p> Best Outcome.< p> Congratulations! You Made the Short List of Preferred Providers.< p> Deliberate Practice: From Vendor to Preferred Provider.< p> < b> PART II: Third Level: From Preferred Provider to Chosen Partner.< /b> < p> Client Eyes.< p> Deliberate Practice: Third-Level Client Profile.< p> < b> Chapter 4 Accelerating Personal Relationships.< /b> < p> Find Common Ground to Accelerate Relationships.< p> The Relationship Game: Three to Five Questions to Uncover & #8220 Amazing Stories& #8221 .< p> Deliberate Practice for Accelerating Relationships.< p> < b> Chapter 5 Accelerating Professional Relationships.< /b> < p> & #8220 We Research the Hell Out of Them& #8221 .< p> Raise the Flashlight.< p> What& #8217 s Changed The Ultimate Strategic Question.< p> Looking for CID.< p> Give-and-Take Questions.< p> Gaining Agreement to Explore Solutions.< p> Deliberate Practice to Accelerate Professional Relationships.< p> < b> Chapter 6 Finding Project/Property Difference.< /b> < p> & #8220 Our Brokers Need to Know our Buildings Better Than We Do.& #8221 < p> & #8220 Because You Didn& #8217 t Ask& #8221 .< p> Start the Project before the Mandate.< p> Deliberate Practice: Project/Property Differentiation.< p> < b> Chapter 7 Finding and Aligning to Client Preferences.< /b> < p> Previous Experience.< p> Educating Client Concerns.< p> What Could Go Wrong < p> Client Visions.< p> Your Competition.< p> Unhooking an Incumbant Competitors.< p> Deliberate Practice: Finding Differences in Client Preferences.< p> < b> Chapter 8 Finding and Aligning to the Client& #8217 s Decision Process.< /b> < p> Deliberate Practice: Find and Align to the Decision Process.< p> < b> Chapter 9 Third-Level Proposals and Presentations.< /b> < p> From Vendor-centric to Client-centric.< p> Third-Level Presentations Are Client-centric.< p> Deliberate Practice: Third-Level Proposals and Presentations.< p> < b> Chapter 10 Pricing and Third-Level Negotiation.< /b> < p> We Lost on Price < p> & #8220 Who Would You Choose If Prices Were The Same & #8221 < p> Third-Level Negotiating.< p> Deliberate Practice: Pricing and Third-Level Negotiation.< p> < b> PART III: Winning without Competition.< /b> < p> < b> Chapter 11 Third-Level Client Satisfaction.< /b> < p> Highly Satisfied (versus Satisfied) Clients Twice as Loyal.< p> Take Care of It (Satisfied) and Take Care of Me (Highly Satisfied).< p> Referral: The Best Measure.< p> Client Advocates: Taking Care of You.< p, John Wiley & Sons

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Selling Real Estate Services - Robert A Potter
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Robert A Potter:

Selling Real Estate Services - neues Buch

ISBN: 9780470399231

ID: 9780470399231

Third-Level Secrets of Top Producers InhaltsangabePART I: It& #8217 s About Winning: Why You Airbag versus Differentiator.Chapter 1 Third-Level Selling.Vendor Differentiation versus Client Differentiation.Level 1: Vendors Pitch (Airbags).Level 2: Preferred Providers Position Their Offering Against the Competition& #8217 s.Third-Level Selling: Strategic Partners Differentiate on the Client.Deliberate Practice: Are Great Sales People Born or Made Deliberate Practice for Third-Level Selling.Chapter 2 How (and Why) Clients Choose You.How Clients Choose You.Client Differentiators.Vendor Differentiators.Standard Life Investments Real Estate (SLIRE) Example.Pick Your Battles.Deliberate Practice: How (and Why) Clients Choose You.Chapter 3 Navigating From Vendor (Level 1) to Preferred Provider (Level 2).Search Phase: Level 1 - Pitch to Get Invited!Screening Phase: Level 2 - Position versus Competition.Position Difference, Preference, and Proof.Harvesting Specific Testimonials.Rank as Proof.Experience Is Simply the Name We Give Our Mistakes. (Oscar Wilde).Best Outcome.Congratulations! You Made the Short List of Preferred Providers.Deliberate Practice: From Vendor to Preferred Provider.PART II: Third Level: From Preferred Provider to Chosen Partner.Client Eyes.Deliberate Practice: Third-Level Client Profile.Chapter 4 Accelerating Personal Relationships.Find Common Ground to Accelerate Relationships.The Relationship Game: Three to Five Questions to Uncover & #8220 Amazing Stories& #8221 .Deliberate Practice for Accelerating Relationships.Chapter 5 Accelerating Professional Relationships.& #8220 We Research the Hell Out of Them& #8221 .Raise the Flashlight.What& #8217 s Changed The Ultimate Strategic Question.Looking for CID.Give-and-Take Questions.Gaining Agreement to Explore Solutions.Deliberate Practice to Accelerate Professional Relationships.Chapter 6 Finding Project/Property Difference.& #8220 Our Brokers Need to Know our Buildings Better Than We Do.& #8221 & #8220 Because You Didn& #8217 t Ask& #8221 .Start the Project before the Mandate.Deliberate Practice: Project/Property Differentiation.Chapter 7 Finding and Aligning to Client Preferences.Previous Experience.Educating Client Concerns.What Could Go Wrong Client Visions.Your Competition.Unhooking an Incumbant Competitors.Deliberate Practice: Finding Differences in Client Preferences.Chapter 8 Finding and Aligning to the Client& #8217 s Decision Process.Deliberate Practice: Find and Align to the Decision Process.Chapter 9 Third-Level Proposals and Presentations.From Vendor-centric to Client-centric.Third-Level Presentations Are Client-centric.Deliberate Practice: Third-Level Proposals and Presentations.Chapter 10 Pricing and Third-Level Negotiation.We Lost on Price & #8220 Who Would You Choose If Prices Were The Same & #8221 Third-Level Negotiating.Deliberate Practice: Pricing and Third-Level Negotiation.PART III: Winning without Competition.Chapter 11 Third-Level Client Satisfaction.Highly Satisfied (versus Satisfied) Clients Twice as Loyal.Take Care of It (Satisfied) and Take Care of Me (Highly Satisfied).Referral: The Best Measure.Client Advocates: Taking Care of You. Selling Real Estate Services: InhaltsangabePART I: It& #8217 s About Winning: Why You Airbag versus Differentiator.Chapter 1 Third-Level Selling.Vendor Differentiation versus Client Differentiation.Level 1: Vendors Pitch (Airbags).Level 2: Preferred Providers Position Their Offering Against the Competition& #8217 s.Third-Level Selling: Strategic Partners Differentiate on the Client.Deliberate Practice: Are Great Sales People Born or Made Deliberate Practice for Third-Level Selling.Chapter 2 How (and Why) Clients Choose You.How Clients Choose You.Client Differentiators.Vendor Differentiators.Standard Life Investments Real Estate (SLIRE) Example.Pick Your Battles.Deliberate Practice: How (and Why) Clients Choose You.Chapter 3 Navigating From Vendor (Level 1) to Preferred Provider (Level 2).Search Phase: Level 1 - Pitch to Get Invited!Screening Phase: Level 2 - Position versus Competition.Position Difference, Preference, and Proof.Harvesting Specific Testimonials.Rank as Proof.Experience Is Simply the Name We Give Our Mistakes. (Oscar Wilde).Best Outcome.Congratulations! You Made the Short List of Preferred Providers.Deliberate Practice: From Vendor to Preferred Provider.PART II: Third Level: From Preferred Provider to Chosen Partner.Client Eyes.Deliberate Practice: Third-Level Client Profile.Chapter 4 Accelerating Personal Relationships.Find Common Ground to Accelerate Relationships.The Relationship Game: Three to Five Questions to Uncover & #8220 Amazing Stories& #8221 .Deliberate Practice for Accelerating Relationships.Chapter 5 Accelerating Professional Relationships.& #8220 We Research the Hell Out of Them& #8221 .Raise the Flashlight.What& #8217 s Changed The Ultimate Strategic Question.Looking for CID.Give-and-Take Questions.Gaining Agreement to Explore Solutions.Deliberate Practice to Accelerate Professional Relationships.Chapter 6 Finding Project/Property Difference.& #8220 Our Brokers Need to Know our Buildings Better Than We Do.& #8221 & #8220 Because You Didn& #8217 t Ask& #8221 .Start the Project before the Mandate.Deliberate Practice: Project/Property Differentiation.Chapter 7 Finding and Aligning to Client Preferences.Previous Experience.Educating Client Concerns.What Could Go Wrong Client Visions.Your Competition.Unhooking an Incumbant Competitors.Deliberate Practice: Finding Differences in Client Preferences.Chapter 8 Finding and Aligning to the Client& #8217 s Decision Process.Deliberate Practice: Find and Align to the Decision Process.Chapter 9 Third-Level Proposals and Presentations.From Vendor-centric to Client-centric.Third-Level Presentations Are Client-centric.Deliberate Practice: Third-Level Proposals and Presentations.Chapter 10 Pricing and Third-Level Negotiation.We Lost on Price & #8220 Who Would You Choose If Prices Were The Same & #8221 Third-Level Negotiating.Deliberate Practice: Pricing and Third-Level Negotiation.PART III: Winning without Competition.Chapter 11 Third-Level Client Satisfaction.Highly Satisfied (versus Satisfied) Clients Twice as Loyal.Take Care of It (Satisfied) and Take Care of Me (Highly Satisfied).Referral: The Best Measure.Client Advocates: Taking Care of You. Wirtschaft u. Management Business & Management Immobilien u. Grundbesitz Property & Real Estate, John Wiley & Sons

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Selling Real Estate Services - Robert A Potter
Vergriffenes Buch, derzeit bei uns nicht verfügbar.
(*)
Robert A Potter:
Selling Real Estate Services - neues Buch

ISBN: 9780470399231

ID: 9780470399231

Third-Level Secrets of Top Producers InhaltsangabePART I: It& #8217 s About Winning: Why You Airbag versus Differentiator.Chapter 1 Third-Level Selling.Vendor Differentiation versus Client Differentiation.Level 1: Vendors Pitch (Airbags).Level 2: Preferred Providers Position Their Offering Against the Competition& #8217 s.Third-Level Selling: Strategic Partners Differentiate on the Client.Deliberate Practice: Are Great Sales People Born or Made Deliberate Practice for Third-Level Selling.Chapter 2 How (and Why) Clients Choose You.How Clients Choose You.Client Differentiators.Vendor Differentiators.Standard Life Investments Real Estate (SLIRE) Example.Pick Your Battles.Deliberate Practice: How (and Why) Clients Choose You.Chapter 3 Navigating From Vendor (Level 1) to Preferred Provider (Level 2).Search Phase: Level 1 - Pitch to Get Invited!Screening Phase: Level 2 - Position versus Competition.Position Difference, Preference, and Proof.Harvesting Specific Testimonials.Rank as Proof.Experience Is Simply the Name We Give Our Mistakes. (Oscar Wilde).Best Outcome.Congratulations! You Made the Short List of Preferred Providers.Deliberate Practice: From Vendor to Preferred Provider.PART II: Third Level: From Preferred Provider to Chosen Partner.Client Eyes.Deliberate Practice: Third-Level Client Profile.Chapter 4 Accelerating Personal Relationships.Find Common Ground to Accelerate Relationships.The Relationship Game: Three to Five Questions to Uncover & #8220 Amazing Stories& #8221 .Deliberate Practice for Accelerating Relationships.Chapter 5 Accelerating Professional Relationships.& #8220 We Research the Hell Out of Them& #8221 .Raise the Flashlight.What& #8217 s Changed The Ultimate Strategic Question.Looking for CID.Give-and-Take Questions.Gaining Agreement to Explore Solutions.Deliberate Practice to Accelerate Professional Relationships.Chapter 6 Finding Project/Property Difference.& #8220 Our Brokers Need to Know our Buildings Better Than We Do.& #8221 & #8220 Because You Didn& #8217 t Ask& #8221 .Start the Project before the Mandate.Deliberate Practice: Project/Property Differentiation.Chapter 7 Finding and Aligning to Client Preferences.Previous Experience.Educating Client Concerns.What Could Go Wrong Client Visions.Your Competition.Unhooking an Incumbant Competitors.Deliberate Practice: Finding Differences in Client Preferences.Chapter 8 Finding and Aligning to the Client& #8217 s Decision Process.Deliberate Practice: Find and Align to the Decision Process.Chapter 9 Third-Level Proposals and Presentations.From Vendor-centric to Client-centric.Third-Level Presentations Are Client-centric.Deliberate Practice: Third-Level Proposals and Presentations.Chapter 10 Pricing and Third-Level Negotiation.We Lost on Price & #8220 Who Would You Choose If Prices Were The Same & #8221 Third-Level Negotiating.Deliberate Practice: Pricing and Third-Level Negotiation.PART III: Winning without Competition.Chapter 11 Third-Level Client Satisfaction.Highly Satisfied (versus Satisfied) Clients Twice as Loyal.Take Care of It (Satisfied) and Take Care of Me (Highly Satisfied).Referral: The Best Measure.Client Advocates: Taking Care of You. Selling Real Estate Services: InhaltsangabePART I: It& #8217 s About Winning: Why You Airbag versus Differentiator.Chapter 1 Third-Level Selling.Vendor Differentiation versus Client Differentiation.Level 1: Vendors Pitch (Airbags).Level 2: Preferred Providers Position Their Offering Against the Competition& #8217 s.Third-Level Selling: Strategic Partners Differentiate on the Client.Deliberate Practice: Are Great Sales People Born or Made Deliberate Practice for Third-Level Selling.Chapter 2 How (and Why) Clients Choose You.How Clients Choose You.Client Differentiators.Vendor Differentiators.Standard Life Investments Real Estate (SLIRE) Example.Pick Your Battles.Deliberate Practice: How (and Why) Clients Choose You.Chapter 3 Navigating From Vendor (Level 1) to Preferred Provider (Level 2).Search Phase: Level 1 - Pitch to Get Invited!Screening Phase: Level 2 - Position versus Competition.Position Difference, Preference, and Proof.Harvesting Specific Testimonials.Rank as Proof.Experience Is Simply the Name We Give Our Mistakes. (Oscar Wilde).Best Outcome.Congratulations! You Made the Short List of Preferred Providers.Deliberate Practice: From Vendor to Preferred Provider.PART II: Third Level: From Preferred Provider to Chosen Partner.Client Eyes.Deliberate Practice: Third-Level Client Profile.Chapter 4 Accelerating Personal Relationships.Find Common Ground to Accelerate Relationships.The Relationship Game: Three to Five Questions to Uncover & #8220 Amazing Stories& #8221 .Deliberate Practice for Accelerating Relationships.Chapter 5 Accelerating Professional Relationships.& #8220 We Research the Hell Out of Them& #8221 .Raise the Flashlight.What& #8217 s Changed The Ultimate Strategic Question.Looking for CID.Give-and-Take Questions.Gaining Agreement to Explore Solutions.Deliberate Practice to Accelerate Professional Relationships.Chapter 6 Finding Project/Property Difference.& #8220 Our Brokers Need to Know our Buildings Better Than We Do.& #8221 & #8220 Because You Didn& #8217 t Ask& #8221 .Start the Project before the Mandate.Deliberate Practice: Project/Property Differentiation.Chapter 7 Finding and Aligning to Client Preferences.Previous Experience.Educating Client Concerns.What Could Go Wrong Client Visions.Your Competition.Unhooking an Incumbant Competitors.Deliberate Practice: Finding Differences in Client Preferences.Chapter 8 Finding and Aligning to the Client& #8217 s Decision Process.Deliberate Practice: Find and Align to the Decision Process.Chapter 9 Third-Level Proposals and Presentations.From Vendor-centric to Client-centric.Third-Level Presentations Are Client-centric.Deliberate Practice: Third-Level Proposals and Presentations.Chapter 10 Pricing and Third-Level Negotiation.We Lost on Price & #8220 Who Would You Choose If Prices Were The Same & #8221 Third-Level Negotiating.Deliberate Practice: Pricing and Third-Level Negotiation.PART III: Winning without Competition.Chapter 11 Third-Level Client Satisfaction.Highly Satisfied (versus Satisfied) Clients Twice as Loyal.Take Care of It (Satisfied) and Take Care of Me (Highly Satisfied).Referral: The Best Measure.Client Advocates: Taking Care of You., John Wiley & Sons

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Selling Real Estate Services - Third-Level Secrets of Top Producers - Potter, Robert A
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2008, ISBN: 0470399236

ID: 9780470399231

In englischer Sprache. Verlag: John Wiley & Sons, Robert A. Potter is a commercial real estate sales and strategy speaker, trainer, and consultant. His clients include many of the best-known real estate service firms. PC-PDF, 224 Seiten, 224 Seiten, 1., Auflage, [GR: 9783 - Nonbooks, PBS / Wirtschaft/Betriebswirtschaft], [SW: - Betriebswirtschaft und Management], [Ausgabe: 1][PU:John Wiley & Sons], [PU: Wiley]

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Robert A Potter:
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2008, ISBN: 9780470399231

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Third-Level Secrets of Top Producers, [ED: 1], Auflage, eBook Download (PDF), eBooks, [PU: Wiley]

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Selling Real Estate Services
Autor:

Robert A Potter

Titel:

Selling Real Estate Services

ISBN-Nummer:

9780470399231

Detailangaben zum Buch - Selling Real Estate Services


EAN (ISBN-13): 9780470399231
ISBN (ISBN-10): 0470399236
Erscheinungsjahr: 2008
Herausgeber: Wiley, J
224 Seiten
Sprache: eng/Englisch

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Buch zuletzt gefunden am 13.10.2015 15:22:52
ISBN/EAN: 9780470399231

ISBN - alternative Schreibweisen:
0-470-39923-6, 978-0-470-39923-1

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