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| Author: | Young, W. T. Wisniewski, S. |
| Title: | Increasing marketing success |
| Journal: | Journal of Accountancy
1991 : JAN, p.59-62 |
| Index terms: | ACCOUNTING ACCOUNTING POLICY |
| Language: | eng |
| Abstract: | Persuasive communications techniques can be learned and used to sell accounting services successfully. The method considers not only the usual CPAs comparative analysis, but also the client's wants. The communication process ensures the CPA to present an idea from his client's point of view. The CPA should clarify the client's situation as seen by him and by the client, and he should explain the client the merits of the service and the disadvantages of missing it. |
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