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Author :
Publisher : Kamerer Consulting
ISBN 13 : 1450754309
Total Pages : 56 pages
Book Rating : 4.4/5 (57 download)
Download or read book Developing Advanced Outside Sales Skills written by and published by Kamerer Consulting. This book was released on with total page 56 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Nick Kane
Publisher : John Wiley & Sons
ISBN 13 : 1119052580
Total Pages : 230 pages
Book Rating : 4.1/5 (19 download)
Download or read book Critical Selling written by Nick Kane and published by John Wiley & Sons. This book was released on 2015-09-28 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Author : Anthony J. Danna
Publisher : Trafford Publishing
ISBN 13 : 1412040434
Total Pages : 196 pages
Book Rating : 4.4/5 (12 download)
Download or read book How to Develop Professional Selling Skills & Techniques Based on Common Sense & Ethics written by Anthony J. Danna and published by Trafford Publishing. This book was released on 2005 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: The message I have for salespeople is based on the knowledge and experience I have acquired from over 45 years of real world selling, sales management, sales training and management of customer service/support centers. The knowledge and insights I want to pass along with my book have not been learned in sales training classes and seminars I have attended or books I have read. The finer selling and human relation techniques I have developed and presented in my book have been learned in the real world of selling. This book is intended to make salespeople aware of the advanced techniques of how to become a successful professional salesperson. These techniques will enable salespeople to attain a higher level of professionalism, confidence, enthusiasm and success when selling. They will be able to separate themselves as true professionals from the crowded field of other capable sales people in their lines of business. My objective is to pass along the knowledge and insights that I have acquired throughout my years of real world selling. This book identifies common selling mistakes and how to avoid them. This book will also reveal to you the many proven, successful selling techniques that I have learned and developed over the years. By learning, understanding and applying these finer techniques of selling, you will be able to further develop your existing selling talents, abilities and skills into your own personalized "art form" of selling! Another purpose of this book is to present guidelines on how to develop, practice and implement techniques for successful, professional selling based on common sense and ethics. Using a common sense approach towards selling will build upon the fact that becoming a successful salesperson involves maintaining a positive frame of mind. It has to do with how you think. It has to do with how you approach selling in your mind and place trust in your intuition. A successful salesperson's two most valuable assets are their mind and their time. Ethics is presented as a key approach. Ethics is such an important topic that I felt the need to instruct salespeople on how to professionally develop and earn their customer's confidence and trust based on ethical business practices. This book will present information and examples on how to develop professional selling skills based on ethical standards. These standards will relate directly to your moral character. The strength of you character will be based on your ability to develop and adhere to high moral standards and principles that will help to set you apart from other salespeople. This book is divided into two sections. The first section examines "Selling Essentials." In the second section, I focus on the "Secrets Of Selling" where I reveal my "120 Fundamental Secrets Of Professional Salespeople." The information, suggestions, techniques, strategies and insights in this book are candid, straightforward, realistic and in focus. They are presented in a condensed form so that they can be easily remembered, referred to and applied on a daily basis. The chapters are designed to be easily read, digested and implemented by the reader. The brevity of some chapters is intended to appeal to people seeking real world, practical, no-nonsense answers to making themselves better salespeople and, therefore, making their sales team more effective.
Author : Mark McInnes
Publisher :
ISBN 13 : 9780646819938
Total Pages : 188 pages
Book Rating : 4.8/5 (199 download)
Download or read book Tactical Pipeline Growth written by Mark McInnes and published by . This book was released on 2020-06-10 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tactical Pipeline Growth (TPG) is your new favourite 'how-to' sales handbook. A tactical, step by step guide to help today's frontline reps create new valuable business conversations. Whether you're an individual rep or leading a sales team, the simple processes outlined in TPG will have you talking to more valuable prospects in the shortest time possible. All without needing to ruin your personal brand. TPG is a spam-free zone. Most' sales books' are written primarily to help the author secure more consulting fees; they are aimed at the sales director or VP of sales with a strong focus n strategy. Not this book! TPG is an action guide for those that do and will. Sales Trainers and Thought leaders tell reps to "Lead with insights", "Bring value"! But how do we do that in today's selling environment? What does that even mean? Reps want to know, how do I credibly reach out to start a conversation with someone I don't know? How many times do I follow up? What message should I send? When? Via what channel? How long do I pursue a prospect before giving up? All these prospecting questions are answered, complete with examples, and supporting resources included so you can start prospecting effectively today. Key Points. Why you have too many leads in the front of your pipeline Start new conversations in as little as four attemptsHow to use an omnichannel prospecting approach Build a strong cadence from scratch Messaging strategies that work How do I use social effectively in my approach? Scripts, templates, examples and guides are all included. Tactical Pipeline Growth is a book every sales rep needs to have in their sales tool kit.
Author : Gertrude G. Blaker
Publisher :
ISBN 13 :
Total Pages : 1130 pages
Book Rating : 4.3/5 ( download)
Download or read book Training for Quantity Food Preparation written by Gertrude G. Blaker and published by . This book was released on 1956 with total page 1130 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author :
Publisher :
ISBN 13 :
Total Pages : 20 pages
Book Rating : 4.:/5 (319 download)
Download or read book Vocational Division Bulletin written by and published by . This book was released on 1958 with total page 20 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : United States. Division of Vocational Education
Publisher :
ISBN 13 :
Total Pages : 516 pages
Book Rating : 4.:/5 (3 download)
Download or read book Vocational Division Bulletin written by United States. Division of Vocational Education and published by . This book was released on 1958 with total page 516 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author :
Publisher :
ISBN 13 :
Total Pages : 898 pages
Book Rating : 4.F/5 ( download)
Download or read book Research Report written by and published by . This book was released on 1991 with total page 898 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Alexandre Ardichvili
Publisher : Routledge
ISBN 13 : 1317815831
Total Pages : 275 pages
Book Rating : 4.3/5 (178 download)
Download or read book Human Resource Development in the Russian Federation written by Alexandre Ardichvili and published by Routledge. This book was released on 2015-05-08 with total page 275 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlike Brazil, India, or China, prior to the beginning of market-oriented reforms in early 1990s, Russia maintained a high level of human capital and possessed a highly developed system of vocational education, continuous education, and management development institutions sponsored by the government. However, after the beginning of the market reforms many state-sponsored programs were disbanded and individual enterprises and newly emerging private educational institutions found themselves in a position of having to provide training and professional development services for future and current employees. Both government-level policies in support of HRD and enterprise-level HRD systems have emerged fairly recently in the Russian Federation, and are still in a stage of change and development. This book provides an in-depth analysis of the current state of HRD in the Russian Federation. It covers country-level policies, organizational-level programs and strategies, and individual-level educational and training efforts. While the study is focused on Russia, its conclusions will be of value to scholars, students, and practitioners examining similar issues surrounding the emergence and development of HRD systems in emerging countries. Furthermore, the authors’ framework for analyzing HRD on multiple levels and across various parts of the adult and vocational education and development systems offers a unique and important contribution to the theoretical debate on comparative educational systems outside the HRD and HRM communities.
Author : United States. Division of Vocational Education
Publisher :
ISBN 13 :
Total Pages : 20 pages
Book Rating : 4.3/5 (91 download)
Download or read book Vocational Education Bulletin written by United States. Division of Vocational Education and published by . This book was released on 1958 with total page 20 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Dan Moynihan
Publisher :
ISBN 13 : 9780198328315
Total Pages : 644 pages
Book Rating : 4.3/5 (283 download)
Download or read book Advanced Business written by Dan Moynihan and published by . This book was released on 2001 with total page 644 pages. Available in PDF, EPUB and Kindle. Book excerpt: This new edition has been tailored exactly to the 2000 specifications and provides all the background information and activities required for the mandatory units of GNVQ Advanced Business. Written by two highly experienced authors, the book offers a clear well-illustrated text supported by: * Up-to-date case studies * Numerous activities * A clear summary of 'what you need to learn' at the start of each chapter * End-of-chapter tests
Author : Janice W. McLean
Publisher : Gale Cengage
ISBN 13 : 9780810388277
Total Pages : 952 pages
Book Rating : 4.3/5 (882 download)
Download or read book Training and Development Organizations Directory written by Janice W. McLean and published by Gale Cengage. This book was released on 1994 with total page 952 pages. Available in PDF, EPUB and Kindle. Book excerpt: This reference is a guide to more than 2500 companies that produce more than 12,000 workshops, seminars, videos and other training programmes that enhance skills and personal development.
Author : McKinsey & Company Inc.
Publisher : John Wiley & Sons
ISBN 13 : 1119281083
Total Pages : 326 pages
Book Rating : 4.1/5 (192 download)
Download or read book Sales Growth written by McKinsey & Company Inc. and published by John Wiley & Sons. This book was released on 2016-05-11 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.
Author : Saiz-Alvarez, Jose Manuel
Publisher : IGI Global
ISBN 13 : 152254979X
Total Pages : 231 pages
Book Rating : 4.5/5 (225 download)
Download or read book Business Strategies and Advanced Techniques for Entrepreneurship 4.0 written by Saiz-Alvarez, Jose Manuel and published by IGI Global. This book was released on 2018-01-05 with total page 231 pages. Available in PDF, EPUB and Kindle. Book excerpt: The world is rapidly changing with the arrival of a new international economic order. In this changing sphere, technology-based production processes are giving way to the so-called "Fourth Industrial Revolution", which has led to the emergence of Industry 4.0. Business Strategies and Advanced Techniques for Entrepreneurship 4.0 is a critical scholarly resource that examines trends, challenges, and methods involved in business under Industry 4.0, a smart manufacturing strategy. Featuring coverage on a broad range of topics, such as data security, innovation techniques, enterprise integration, and network interoperability, this book is geared towards entrepreneurs, organizations, and researchers seeking current information on emerging smart industry technologies.
Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Download or read book Computerworld written by and published by . This book was released on 1991-02-18 with total page 100 pages. Available in PDF, EPUB and Kindle. Book excerpt: For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.
Author : Yakhya G. Buchaev
Publisher : Springer Nature
ISBN 13 : 303046394X
Total Pages : 152 pages
Book Rating : 4.0/5 (34 download)
Download or read book State and Corporate Management of Region’s Development in the Conditions of the Digital Economy written by Yakhya G. Buchaev and published by Springer Nature. This book was released on 2020-08-18 with total page 152 pages. Available in PDF, EPUB and Kindle. Book excerpt: This edited book presents scientific and practical recommendations for the successful state and corporate management of regional development under the conditions of the digital economy. These conditions have produced a number of changes. On the one hand, new aspects of regional economies, which require management, are emerging, above all, digital technologies that have to be understood by the population, employees in the labor market, and regional companies. On the other hand, new opportunities for improving practices in the state and corporate management of regional development on the basis of digital technologies are also emerging: e-government systems, digital marketing, online trade, “smart” regions, etc. This book provides an overview of the leading digital technologies and demonstrates how they can be used to improve modern practices in the state and corporate management of regional development in the digital economy. The authors develop the conceptual foundations and put forward practical recommendations. In closing, the authors’ conclusions and recommendations are applied to the example of modern Russia, ensuring the practical relevance of the research.
