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Prof. Dr Willem Mastenbroek
Prof. Dr E. van de Bunt
Drs C. Visser



Editorial Staff

Negotiating as emotion management
Prof. dr. W.F.G. Mastenbroek
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It’s All About Building Trust

Mark Hordes
“Why we didn’t win the work, can you tell me?” “Well, the other firm just had better chemistry with us and we trusted them more!” Ever had this uncomfortable experience? Here you will find the six most important skills to create a winning trusting combination with clients.
[Marketing, Article]

Selling Professional Services
Five-steps towards a more effective services sales process
Mark Hordes
Selling professional services is quite different from selling products. 5 Steps to improve the professional sales process in support of the overall services sales strategy. A hands on approach! Already a quick scan of this contribution will provide you with suggestions directly applicable to your business.
[Marketing, Article]

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