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Author : Jorge Vilajosana Béjar
Publisher :
ISBN 13 :
Total Pages : 309 pages
Book Rating : 4.:/5 (82 download)
Download or read book La Sistemática en el proceso de la valoración de promociones inmobiliarias written by Jorge Vilajosana Béjar and published by . This book was released on 1995 with total page 309 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Peter Hall
Publisher : Wiley-Blackwell
ISBN 13 : 9780631199434
Total Pages : 502 pages
Book Rating : 4.1/5 (994 download)
Download or read book Cities of Tomorrow written by Peter Hall and published by Wiley-Blackwell. This book was released on 1997-02-18 with total page 502 pages. Available in PDF, EPUB and Kindle. Book excerpt: Cities of Tomorrow is a critical history of planning in theory and practice in the twentieth century, as well as of the social and economic problems and opportunities that gave rise to it. Trenchant, perceptive, global in coverage, this book is an unrivalled account of its crucial subject. The third edition of Cities of Tomorrow is comprehensively revised to take account of abundant new literature published since its original appearance, and to view the 1990s in historical perspective. This is the definitive edition, reviewing the development of the modern planning movement over the entire span of the twentieth century.
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 : 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 : Mack HANAN
Publisher : AMACOM
ISBN 13 : 0814416187
Total Pages : 287 pages
Book Rating : 4.8/5 (144 download)
Download or read book Consultative Selling written by Mack HANAN and published by AMACOM. This book was released on 2011-03-15 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers’ cash flows to win proposals; use consultative selling strategies on the web; and cope with--and reverse--the inevitable “no.” For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.
Author : Roberto Todeschini
Publisher : John Wiley & Sons
ISBN 13 : 3527337040
Total Pages : 511 pages
Book Rating : 4.5/5 (273 download)
Download or read book Handbook of Bibliometric Indicators written by Roberto Todeschini and published by John Wiley & Sons. This book was released on 2016-08-22 with total page 511 pages. Available in PDF, EPUB and Kindle. Book excerpt: At last, the first systematic guide to the growing jungle of citation indices and other bibliometric indicators. Written with the aim of providing a complete and unbiased overview of all available statistical measures for scientific productivity, the core of this reference is an alphabetical dictionary of indices and other algorithms used to evaluate the importance and impact of researchers and their institutions. In 150 major articles, the authors describe all indices in strictly mathematical terms without passing judgement on their relative merit. From widely used measures, such as the journal impact factor or the h-index, to highly specialized indices, all indicators currently in use in the sciences and humanities are described, and their application explained. The introductory section and the appendix contain a wealth of valuable supporting information on data sources, tools and techniques for bibliometric and scientometric analysis - for individual researchers as well as their funders and publishers.
Author :
Publisher : UNESCO
ISBN 13 :
Total Pages : 698 pages
Book Rating : 4.3/5 ( download)
Download or read book Sixty Years of Science at UNESCO 1945-2005 written by and published by UNESCO. This book was released on 2006 with total page 698 pages. Available in PDF, EPUB and Kindle. Book excerpt: The scientific mandate of the United Nations educational, Scientific and Cultural Organization (UNESCO) linked, from the outset, science with people, peace, societal benefits and the environment. Among others, it has also helped create numerous institutes, publications and non-governmental organizations to bring together the scientific world. This publication offers an inside perspective on the past six decades of this engagement. The volume traces through six parts the role played by UNESCO in the history of international science cooperation in an ever-changing world: I. Setting the Scene, 1945-1965; II. Basic Sciences and Engineering; III. Environmental Sciences; IV. Science and Society; V. Overviews and Analyses; and VI. Looking Ahead. It also features a list of chronological milestones set along the way.--Publisher's description.
Author : Aaron Ross
Publisher : Pebblestorm
ISBN 13 : 9780984380244
Total Pages : 208 pages
Book Rating : 4.3/5 (82 download)
Download or read book Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com written by Aaron Ross and published by Pebblestorm. This book was released on 2020-09-08 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Called "The Sales Bible of Silicon Valley"...discover the sales specialization system and outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT just another book about how to cold call or close deals. This is an entirely new kind of sales system for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? Predictable Revenue has the answers!
Author : David Hoffeld
Publisher : Penguin
ISBN 13 : 0143129333
Total Pages : 289 pages
Book Rating : 4.1/5 (431 download)
Download or read book The Science of Selling written by David Hoffeld and published by Penguin. This book was released on 2022-02-08 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Author : V. Kashturi Rangan
Publisher : John Wiley & Sons
ISBN 13 : 0787988545
Total Pages : 455 pages
Book Rating : 4.7/5 (879 download)
Download or read book Business Solutions for the Global Poor written by V. Kashturi Rangan and published by John Wiley & Sons. This book was released on 2007-02-03 with total page 455 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on research presented at The Harvard Business School’s first-ever conference on business approaches to poverty alleviation, Business Solutions for the Global Poor brings together perspectives from leading academics and corporate, non-profit and public sector managers. The contributors draw on practical and dynamic how-to insights from leading BOP ventures from more than twenty countries world-wide. This important volume reflects poverty’s multi-faceted nature and a broad range of actors—multinational and local businesses, entrepreneurs, civil society organizations and governments—that play a role in its alleviation.
Author : Henry Charles Link
Publisher :
ISBN 13 : 9781258363703
Total Pages : 316 pages
Book Rating : 4.3/5 (637 download)
Download or read book The New Psychology of Selling and Advertising written by Henry Charles Link and published by . This book was released on 2012-05 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Robert W. Whitney
Publisher : UNC Press Books
ISBN 13 : 9780807849255
Total Pages : 276 pages
Book Rating : 4.8/5 (492 download)
Download or read book State and Revolution in Cuba written by Robert W. Whitney and published by UNC Press Books. This book was released on 2001 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: Between 1920 and 1940, Cuba underwent a remarkable transition, moving from oligarchic rule to a nominal constitutional democracy. The events of this period are crucial to a full understanding of the nation's political evolution, yet they are often glossed
Author : Rudolf Von Jhering
Publisher : Legare Street Press
ISBN 13 : 9781015674073
Total Pages : 0 pages
Book Rating : 4.6/5 (74 download)
Download or read book Geist Des Römischen Rechts Auf Den Verschiedenen Stufen Seiner Entwicklung written by Rudolf Von Jhering and published by Legare Street Press. This book was released on 2022-10-27 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work is in the "public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.
Author : Dennis L. Wilcox
Publisher : Pearson Higher Ed
ISBN 13 : 020589724X
Total Pages : 625 pages
Book Rating : 4.2/5 (58 download)
Download or read book Public Relations Strategies and Tactics written by Dennis L. Wilcox and published by Pearson Higher Ed. This book was released on 2013-03-18 with total page 625 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the eBook of the printed book and may not include any media, website access codes, or print supplements that may come packaged with the bound book. Updated in a 10th edition, Public Relations: Strategies and Tactics, Tenth Edition, clearly explains to students the basic concepts, strategies, and tactics of today’s public relations practice. This comprehensive text is grounded in scholarship and includes references to landmark studies and time-honored public relations techniques. The tenth edition emphasizes the application of the Internet and social media for programs and campaigns.
Author : Makoto Sei Watanabe
Publisher : L'Arcaedizioni
ISBN 13 :
Total Pages : 152 pages
Book Rating : 4.X/5 (6 download)
Download or read book Makoto Sei Watanabe written by Makoto Sei Watanabe and published by L'Arcaedizioni. This book was released on 1998 with total page 152 pages. Available in PDF, EPUB and Kindle. Book excerpt: The works of Makoto Sei Watanabe combine the functionality of aesthetic experience and the calculated organization of structures with the evocation of deep ancestral memories.
Author : Mary Mostafanezhad
Publisher : Routledge
ISBN 13 : 1317509358
Total Pages : 347 pages
Book Rating : 4.3/5 (175 download)
Download or read book Political Ecology of Tourism written by Mary Mostafanezhad and published by Routledge. This book was released on 2016-01-08 with total page 347 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why has political ecology been assigned so little attention in tourism studies, despite its broad and critical interrogation of environment and politics? As the first full-length treatment of a political ecology of tourism, the collection addresses this lacuna and calls for the further establishment of this emerging interdisciplinary subfield. Drawing on recent trends in geography, anthropology, and environmental and tourism studies, Political Ecology of Tourism: Communities, Power and the Environment employs a political ecology approach to the analysis of tourism through three interrelated themes: Communities and Power, Conservation and Control, and Development and Conflict. While geographically broad in scope—with chapters that span Central and South America to Africa, and South, Southeast, and East Asia to Europe and Greenland—the collection illustrates how tourism-related environmental challenges are shared across prodigious geographical distances, while also attending to the nuanced ways they materialize in local contexts and therefore demand the historically situated, place-based and multi-scalar approach of political ecology. This collection advances our understanding of the role of political, economic and environmental concerns in tourism practice. It offers readers a political ecology framework from which to address tourism-related issues and themes such as development, identity politics, environmental subjectivities, environmental degradation, land and resources conflict, and indigenous ecologies. Finally, the collection is bookended by a pair of essays from two of the most distinguished scholars working in the subfield: Rosaleen Duffy (foreword) and James Igoe (afterword). This collection will be valuable reading for scholars and practitioners alike who share a critical interest in the intersection of tourism, politics and the environment
Author : Lourdes Casanova
Publisher : Palgrave MacMillan
ISBN 13 :
Total Pages : 248 pages
Book Rating : 4.A/5 ( download)
Download or read book Global Latinas written by Lourdes Casanova and published by Palgrave MacMillan. This book was released on 2009-02-27 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Most of the research on multinationals has focused on companies from developed markets. Research on multinationals from emerging economies is relatively new and most of the attention has been focused on multinationals from Asia. Little research has been done on the internationalization strategies and challenges of Latin American multinationals. This book aims to fill this void. Studying Latin American multinationals will not only provide insights into specific strategies deployed by successful firms but will also identify best practices that can be employed by the next generation multinationals from emerging markets." --Book Jacket.
