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Here is practical guidance for librarians and front-line staff on dealing effectively with everyday problems and challenges that arise when working with vendors and publishers, and for preventing many of these common problems in the first place. This invaluable new guide explains the "art" of vendor relations - how to identify potential vendors and select the best one for your library's needs, how to negotiate the license agreement and terms of service, and how to avoid disputes - or end them quickly and amicably when they occur. Here you will find practical advice on handling sales calls, returns, issuing RFPs, and much more! Special chapters are devoted to the stickiest problems, including tracking vendor performance, dealing with unsolicited materials, and switching vendors. Incorporating changes brought on by the Internet and electronic practices, this is the first comprehensive examination of vendor relations in more than a decade.
| Foreword | |
| Preface | |
| Acknowledgments | |
| Learning The Essentials Of Vendor Relations | |
| Working With Vendors: The State Of The Art | p. 3 |
| Being A Good Customer | p. 9 |
| Getting Off On The Right Foot | p. 13 |
| Establishing Successful Vendor Relations | |
| Issuing A Request For Proposals | p. 21 |
| Establishing A New Service | p. 27 |
| Negotiating Terms Of Service | p. 37 |
| Negotiating A License Agreement | p. 45 |
| Understanding Approval Plans | p. 53 |
| Building And Maintaining The Library-Vendor Relationship | |
| Putting Out Fires | p. 61 |
| Preventing Fires | p. 71 |
| Working With Sales Representatives | p. 79 |
| Working With Customer Service Representatives | p. 91 |
| Tracking Vendor Performance | p. 99 |
| Ending (Or Avoiding) The Library-Vendor Relationship | |
| Switching Vendors | p. 111 |
| Dealing With Unsolicited Materials | p. 121 |
| Working With Problem Vendors | p. 129 |
| Understanding The Ethics Of Vendor Relations | p. 139 |
| Conclusion | p. 149 |
| Rules Of Thumb | p. 151 |
| Glossary | p. 157 |
| Index | p. 167 |
| About the Author | p. 169 |
| Table of Contents provided by Blackwell. All Rights Reserved. |
ISBN: 9781555704803
ISBN-10: 1555704808
Series: How-to-do-it Manuals
Audience:
Professional
Format:
Paperback
Language:
English
Number Of Pages: 169
Published: 1st January 2004
Dimensions (cm): 28.0 x 21.6
x 1.3
Weight (kg): 0.544
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