Open AccessBuying and selling information
Author(s) -
Gruenberg Michael L.
Publication year - 2014
Publication title -
bulletin of the association for information science and technology
Language(s) - English
Resource type - Journals
ISSN - 2373-9223
DOI - 10.1002/bult.2014.1720410113
Subject(s) - business , product (mathematics) , quality (philosophy) , marketing , boosting (machine learning) , advertising , computer science , philosophy , geometry , mathematics , epistemology , machine learning
EDITOR'S SUMMARY While some individuals prefer to think they make decisions independently, uninfluenced by any salesperson, few major decisions are made without input from others. Considering another's suggestion requires trust in the person, and selling products, including information products to libraries, depends on a trusting relationship between the buyer and seller. With limited budgets, libraries must be selective in choosing subscription‐based products. Yearly renewals of a product depend not only on the quality and fit of the product but on a positive working relationship with the representative. Sales meetings demand careful preparation, with understanding of the organization's long‐ and short‐term goals and priorities. Efficient and professional meeting management and open communication demonstrate respect and reinforce trust, boosting sales and customer satisfaction.