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Author : Ignacio Alvear Fernández
Publisher :
ISBN 13 : 9788484068143
Total Pages : 216 pages
Book Rating : 4.0/5 (681 download)
Download or read book Curso práctico sobre formación en ventas : fases y técnicas written by Ignacio Alvear Fernández and published by . This book was released on 2008-09 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Carlos Facci
Publisher :
ISBN 13 :
Total Pages : 146 pages
Book Rating : 4.A/5 ( download)
Download or read book Curso de técnicas de venta written by Carlos Facci and published by . This book was released on 1984 with total page 146 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : John W. Ernest
Publisher :
ISBN 13 : 9789684514546
Total Pages : 126 pages
Book Rating : 4.5/5 (145 download)
Download or read book Técnicas básicas de ventas written by John W. Ernest and published by . This book was released on 1988 with total page 126 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Axioma Sales Training
Publisher :
ISBN 13 :
Total Pages : 346 pages
Book Rating : 4.6/5 (42 download)
Download or read book Curso de Técnicas de Venta written by Axioma Sales Training and published by . This book was released on 2020-01-25 with total page 346 pages. Available in PDF, EPUB and Kindle. Book excerpt: Curso completo de técnicas de venta preparado por los expertos de la escuela de ventas Axioma Sales Training. Se trata de un curso práctico lleno de ejemplos y consejos para iniciarte en la profesión de vendedor. Aprende en este curso de ventas todo lo que necesitas para llegar a ser un gran profesional de la venta.
Author : José A. Sánchez Cózar
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (432 download)
Download or read book Curso de técnicas de ventas y servicios written by José A. Sánchez Cózar and published by . This book was released on 1998 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Axioma Sales Training
Publisher :
ISBN 13 :
Total Pages : 337 pages
Book Rating : 4.6/5 (49 download)
Download or read book Manual Del Vendedor Profesional written by Axioma Sales Training and published by . This book was released on 2020-01-27 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: En este manual de técnicas de venta se explica de forma clara y sencilla todo lo que tienes que hacer durante cada una de las distintas fases del proceso de ventas, desde la prospección del mercado hasta el cierre de la venta. Se trata de un libro muy práctico donde vas a aprender todo lo necesario para llegar a ser un gran profesional de la venta. También es un libro de corte transversal, ya que resulta útil a cualquier persona que trabaje en ventas, independientemente del producto o del sector en que trabaje. Este libro puede resultar útil tanto a aquellos que se quieren iniciar en la profesión de vendedor, independientemente de su formación o de su experiencia previa, como a profesionales de la venta experimentados, independientemente de dónde se encuentren en su carrera profesional. El manual trata temas claves de la venta, como la búsqueda de leads, la gestión de las objeciones o el cierre de la venta. También trata temas novedosos como la experiencia de cliente (customer experience). También explica metodologías de venta probadas como el método SPIN o la venta consultiva. En definitiva, un libro básico tanto para aquellos que actualmente trabajan en la comercialización de productos y servicios como para aquellos otros que están pensando iniciarse en la labor comercial. Estos son los contenidos del libro: Origen y evolución de las técnicas de venta. Principios universales de la venta. Fases del proceso de ventas. El canal de ventas. El embudo de ventas. El pipeline. La prospección del mercado. Dónde encontrar "leads". La cualificación de los contactos. Concertar la visita. Preparar la reunión. Cómo escribir un correo electrónico. Cómo vestir para una reunión de trabajo. La entrevista de ventas. Las preguntas en la venta. La presentación del producto o servicio. El seguimiento de una oportunidad de venta. Convencer al cliente. Gestión de las objeciones. El cierre de la venta. Vender en la era de Internet. El método SPIN. La venta consultiva o venta de soluciones. La venta cruzada y el upselling. La experiencia de cliente o "customer experience". Dirección estratégica de vendedores.
Author : John W. Ernest
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (96 download)
Download or read book Técnicas básicas de ventas written by John W. Ernest and published by . This book was released on 1988 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Carlos Facci
Publisher :
ISBN 13 : 9789879736586
Total Pages : 220 pages
Book Rating : 4.7/5 (365 download)
Download or read book Curso de técnicas de venta written by Carlos Facci and published by . This book was released on 2000 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author :
Publisher :
ISBN 13 :
Total Pages : 464 pages
Book Rating : 4.0/5 ( download)
Download or read book Agribusiness Worldwide written by and published by . This book was released on 1987 with total page 464 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Universidad Nacional Autónoma de Honduras
Publisher :
ISBN 13 :
Total Pages : 818 pages
Book Rating : 4.:/5 (3 download)
Download or read book Revista de la Universidad written by Universidad Nacional Autónoma de Honduras and published by . This book was released on 1950 with total page 818 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Enrique Cabrera Jr
Publisher : IWA Publishing
ISBN 13 : 1843391988
Total Pages : 185 pages
Book Rating : 4.8/5 (433 download)
Download or read book Benchmarking Water Services written by Enrique Cabrera Jr and published by IWA Publishing. This book was released on 2011-03-01 with total page 185 pages. Available in PDF, EPUB and Kindle. Book excerpt: Benchmarking has become a key tool in the water industry to promote and achieve performance targets for utilities. The use of this tool for performance improvement through systematic search and adaptation of leading practices, has expanded globally during the past decade. Many ongoing projects worldwide aim to address different needs and objectives, in varying contexts, with outstanding results and impact. Benchmarking Water Services provides valuable information to everyone interested in benchmarking in the water industry. The text is aimed at utilities considering joining a benchmarking project, experienced practitioners in charge of organizing a benchmarking exercise, consultants, regulators and researchers. The document is presented with a clear practice oriented approach and can be used as a how-to-benchmark guide presented from different perspectives (participants, organizers, supervising bodies). Readers will gain practical insight on real life benchmarking practices and will benefit from the experiences gained in some of the leading benchmarking projects of the water industry (including the IWA-WSAA benchmarking efforts, the European Benchmarking Co-operation and the several benchmarking projects carried out in Austria and Central Europe). The manual also presents the new IWA Benchmarking Framework, which aims to harmonize the terms used to describe benchmarking and performance indicators practices in the water industry, guaranteeing a more fluent and efficient communication. This Manual of Best Practice is edited by the IWA Specialist Group on Benchmarking and Performance Assessment, and co-published by AWWA and IWA Publishing. Praise for Benchmarking Water Services: "The continual trend of conceptual to specifics throughout the book provides for an educational experience each time the book is either casually perused or carefully studied." "The authors (Cabrera, Haskins and Fritiz) diligently pursue the focus of improvement." "Benchmarking Water Services is an in depth and practical ‘must have’ guide for any utility currently engaged in or planning to develop a benchmarking process" - Gregory M. Baird (2012) Benchmarking: An International Journal 19:2. More information about the book can be found on the Water Wiki in an article written by the author: http://www.iwawaterwiki.org/xwiki/bin/view/Articles/TheNewIWABenchmarkingFramework A Spanish language version of this book is available as a free eBook: http://www.iwawaterwiki.org/xwiki/bin/view/Articles/eBookTitlesfromIWAPublishingFreetoDownload-Volume2#HBenchmarkingParaServiciosdeAgua
Author :
Publisher :
ISBN 13 :
Total Pages : 2562 pages
Book Rating : 4.:/5 (31 download)
Download or read book Host Bibliographic Record for Boundwith Item Barcode 30112044669122 and Others written by and published by . This book was released on 2013 with total page 2562 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)
Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author :
Publisher :
ISBN 13 :
Total Pages : 664 pages
Book Rating : 4.:/5 (334 download)
Download or read book El Exportador americano-industrial written by and published by . This book was released on 1957 with total page 664 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Greg Wilson
Publisher : CRC Press
ISBN 13 : 1000728153
Total Pages : 250 pages
Book Rating : 4.0/5 (7 download)
Download or read book Teaching Tech Together written by Greg Wilson and published by CRC Press. This book was released on 2019-10-08 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Hundreds of grassroots groups have sprung up around the world to teach programming, web design, robotics, and other skills outside traditional classrooms. These groups exist so that people don't have to learn these things on their own, but ironically, their founders and instructors are often teaching themselves how to teach. There's a better way. This book presents evidence-based practices that will help you create and deliver lessons that work and build a teaching community around them. Topics include the differences between different kinds of learners, diagnosing and correcting misunderstandings, teaching as a performance art, what motivates and demotivates adult learners, how to be a good ally, fostering a healthy community, getting the word out, and building alliances with like-minded groups. The book includes over a hundred exercises that can be done individually or in groups, over 350 references, and a glossary to help you navigate educational jargon.
Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 242 pages
Book Rating : 4.1/5 (15 download)
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author : World Bank
Publisher : World Bank Publications
ISBN 13 :
Total Pages : 468 pages
Book Rating : 4.:/5 (318 download)
Download or read book Glosario Del Banco Mundial written by World Bank and published by World Bank Publications. This book was released on 1996 with total page 468 pages. Available in PDF, EPUB and Kindle. Book excerpt: This edition of the World Bank has been revised and expanded by the Terminology Unit in the Languages Services Division of the World Bank in collaboration with the English, Spanish, and French Translation Sections. The Glossary is intended to assist the Bank's translators and interpreters, other Bank staff using French and Spanish in their work, and free-lance translator's and interpreters employed by the Bank. For this reason, the Glossary contains not only financial and economic terminology and terms relating to the Bank's procedures and practices, but also terms that frequently occur in Bank documents, and others for which the Bank has a preferred equivalent. Although many of these terms, relating to such fields as agriculture, education, energy, housing, law, technology, and transportation, could be found in other sources, they have been assembled here for ease of reference. A list of acronyms occurring frequently in Bank texts (the terms to which they refer being found in the Glossary) and a list of international, regional, and national organizations will be found at the end of the Glossary.
