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Author : Barton A. Weitz
Publisher :
ISBN 13 : 9780256128222
Total Pages : pages
Book Rating : 4.1/5 (282 download)
Download or read book Selling written by Barton A. Weitz and published by . This book was released on 1992-08-01 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Stephen B. Castleberry
Publisher : McGraw-Hill Education
ISBN 13 : 9781264072064
Total Pages : 592 pages
Book Rating : 4.0/5 (72 download)
Download or read book Loose Leaf for Selling written by Stephen B. Castleberry and published by McGraw-Hill Education. This book was released on 2021-01-29 with total page 592 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling: Building Partnerships, 11e remains faithful to the original goal of the product since its first edition-- that instructors don’t want to teach the history of selling, rather they want their students to know how it is done. While many things have changed in sales, such as the changing roles for technology and the increased use of multichannel go-to-market strategies, students still need to practice their newly learned skills, make ethical choices, and adapt their skills to their audience. Selling; Building Partnerships addresses all of these with distinct roleplays, mini case studies, and current examples throughout. The products’ emphasis on value creation makes it appropriate not only for students pursuing a sales career, but also those who seek these skills for other roles in life and business. New to This Edition: • Brand new chapter opening profiles • Brand new From the Buyer’s Seat boxed items • Brand new Building Partnerships boxed items • Brand new Sales Technology boxed items • Brand new End-Of-Chapter Role Play Cases - while we continue to use Gartner as the company, the customers have all changed throughout
Author : Rolph E. Anderson
Publisher : Cengage Learning
ISBN 13 : 9780618645701
Total Pages : 0 pages
Book Rating : 4.6/5 (457 download)
Download or read book Personal Selling written by Rolph E. Anderson and published by Cengage Learning. This book was released on 2007 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In line with students' current career goals,Personal Sellingfocuses exclusively on professional business-to-business selling rather than retail selling. Early introduction of the Personal Selling Process (PSP) engages students from the beginning, with tools for converting prospects into customers. The authors' latest research on customer loyalty and relationship marketing further distinguishes Personal Selling from other titles, which focus less on these pressing issues. Strategies for achieving long-term customer loyalty underscore how attracting, cultivating, and retaining satisfied customers leads to higher profitability for salespeople and their organizations. Clear, conversational writing allows students to easily understand the authors' research and analysis of the field. The Second Edition includes an updated discussion of technology tools and services that facilitate sales. Chapter 2 explores the behavioral, technological, and managerial forces affecting personal selling today, and discusses numerous inexorable changes within each. In addition to new examples and photos, a new feature follows an actual sales professional through the various aspects of his job. New!Revised and reorganized, Chapter 3—now titled "Ethics and Legal Considerations in Personal Selling"—covers ethical issues that arise when dealing with prospects and customers, co-workers, and the company. Unlike other personal selling texts, the chapter also discusses sexual harassment in the workplace. New!For the Second Edition, the authors have enhanced the text's real-world focus by incorporating current research, examples, and cases from actual companies. New!NewPersonal Profilesfocus on salespeople from diverse backgrounds, demonstrating that there is no stereotypical profile of a successful salesperson. Five of the profiles are new to this edition and include interviews with representatives from Beiersdorf, DHL, and Samsung. In addition, a specific salesperson is profiled in the core chapters to illustrate the personal selling process. New!To increase the text's visual appeal, the Second Edition features a colorful, contemporary design and new photographs in every chapter, as well as five new icons that signal the following pedagogical features:On the Frontlines, It's Up to You, From the Command Post, Keeping Up Online,and enhanced online content. Updated!The impact of technology requires today's sales professional to be more tech savvy than ever. Chapter 2, "The Dynamic Personal Selling Environment," focuses on the empowerment of salespeople who use the latest technology in order to achieve customer satisfaction and loyalty. With respect to the Internet, the text covers the use of blogs, pod-casting, screen sharing, video conferencing, and personalized e-mails in the sales process. All chapters conclude with a set of key terms, chapter review questions, topics for thought and class discussion, new role-play exercises, new Internet research exercises, projects for personal growth, and a case. An additional case is found online.
Author : Chip R. Bell
Publisher : Berrett-Koehler Publishers
ISBN 13 : 9781576750438
Total Pages : 252 pages
Book Rating : 4.7/5 (54 download)
Download or read book Dance Lessons written by Chip R. Bell and published by Berrett-Koehler Publishers. This book was released on 1998-10-15 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: Two veteran business consultants show business people how to manage the personal side of partnerships and choreograph the results they want. Successful partnering, the authors argue, is like dancing--easily learned in six simple steps. Illustrations.
Author : David Ryback
Publisher : McGraw Hill Professional
ISBN 13 : 007166405X
Total Pages : 241 pages
Book Rating : 4.0/5 (716 download)
Download or read book ConnectAbility: 8 Keys to Building Strong Partnerships with Your Colleagues and Your Customers written by David Ryback and published by McGraw Hill Professional. This book was released on 2009-12-17 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: ConnectAbility -noun: 1. an agile approach to running an organization that takes into account the psychology of human interaction; 2. the only way to do business in today’s economy Drawing from the powerful lessons of emotional awareness and relationship dynamics, ConnectAbility promotes a sophisticated yet simple method for developing superior partnerships guaranteed to create quality results on a consistent basis. Even the best-intentioned team players too often focus more on communicating their own ideas than hearing and understanding what others have to say. ConnectAbility changes all this using eight steps to fostering optimum communication, which include: Sharing your power with others Expressing yourself with authenticity Engaging your audience with humor Challenging yourself by taking charge Maintaining awareness of emotional dynamics The book contains two tests you can take that will help you pinpoint your own level of ConnectAbility. ConnectAbility is your key to getting things done in a positive manner that benefits not only you and your team--but the organization as a whole.
Author : Lawrence J. Gitman
Publisher :
ISBN 13 :
Total Pages : 1455 pages
Book Rating : 4./5 ( download)
Download or read book Introduction to Business written by Lawrence J. Gitman and published by . This book was released on 2024-09-16 with total page 1455 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction to Business covers the scope and sequence of most introductory business courses. The book provides detailed explanations in the context of core themes such as customer satisfaction, ethics, entrepreneurship, global business, and managing change. Introduction to Business includes hundreds of current business examples from a range of industries and geographic locations, which feature a variety of individuals. The outcome is a balanced approach to the theory and application of business concepts, with attention to the knowledge and skills necessary for student success in this course and beyond. This is an adaptation of Introduction to Business by OpenStax. You can access the textbook as pdf for free at openstax.org. Minor editorial changes were made to ensure a better ebook reading experience. Textbook content produced by OpenStax is licensed under a Creative Commons Attribution 4.0 International License.
Author : Grant Cardone
Publisher : Greenleaf Book Group
ISBN 13 : 1608322904
Total Pages : 281 pages
Book Rating : 4.6/5 (83 download)
Download or read book Sell Or Be Sold written by Grant Cardone and published by Greenleaf Book Group. This book was released on 2011 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: Shows that knowing the principles of selling is a prerequisite for success of any kind, and explains how to put those principles to use. This title includes tools and techniques for mastering persuasion and closing the sale.
Author : Arran Hamilton
Publisher : Corwin Press
ISBN 13 : 1071880772
Total Pages : 215 pages
Book Rating : 4.0/5 (718 download)
Download or read book Building to Impact written by Arran Hamilton and published by Corwin Press. This book was released on 2022-04-07 with total page 215 pages. Available in PDF, EPUB and Kindle. Book excerpt: Turn ideas into goals—and goals into impact The road to school improvement and student achievement is paved with good intentions—so why does the destination seem so far away? If you’re like most educators, the answer is a pothole known as the implementation gap. This book provides a road map to bypassing that gap in your school or district, offering a carefully researched, field-tested methodology that takes leadership teams, professional learning communities, and educators all the way from good ideas to systematic impact. Following the five Ds, you’ll: Discover goals worth pursuing and problems worth addressing Design instruments and actions that generate deep impact Deliver interventions and collect data Double-back to monitor your progress and evaluate the impact Double-up to enhance, sustain, and scale your success You became an educator to make a difference in students’ lives. With this playbook, you’ll transform research and ideas into achievable actions—and make maximum impact.
Author : Joyce L. Epstein
Publisher : Corwin Press
ISBN 13 : 1483320014
Total Pages : 508 pages
Book Rating : 4.4/5 (833 download)
Download or read book School, Family, and Community Partnerships written by Joyce L. Epstein and published by Corwin Press. This book was released on 2018-07-19 with total page 508 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strengthen programs of family and community engagement to promote equity and increase student success! When schools, families, and communities collaborate and share responsibility for students′ education, more students succeed in school. Based on 30 years of research and fieldwork, the fourth edition of the bestseller School, Family, and Community Partnerships: Your Handbook for Action, presents tools and guidelines to help develop more effective and more equitable programs of family and community engagement. Written by a team of well-known experts, it provides a theory and framework of six types of involvement for action; up-to-date research on school, family, and community collaboration; and new materials for professional development and on-going technical assistance. Readers also will find: Examples of best practices on the six types of involvement from preschools, and elementary, middle, and high schools Checklists, templates, and evaluations to plan goal-linked partnership programs and assess progress CD-ROM with slides and notes for two presentations: A new awareness session to orient colleagues on the major components of a research-based partnership program, and a full One-Day Team Training Workshop to prepare school teams to develop their partnership programs. As a foundational text, this handbook demonstrates a proven approach to implement and sustain inclusive, goal-linked programs of partnership. It shows how a good partnership program is an essential component of good school organization and school improvement for student success. This book will help every district and all schools strengthen and continually improve their programs of family and community engagement.
Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1317360834
Total Pages : 436 pages
Book Rating : 4.3/5 (173 download)
Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2016-02-19 with total page 436 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
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 : Jim Sullivan
Publisher :
ISBN 13 : 9780971584914
Total Pages : pages
Book Rating : 4.5/5 (849 download)
Download or read book Multi-Unit Leadership written by Jim Sullivan and published by . This book was released on 2011-06-23 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Multi-Unit Leadership is the best-selling book used in over 170,000 businesses worldwide. Managing multiple units requires significantly different skills than managing just one. This book details those skills in seven distinct stages and shares the best practices from successful multiunit leaders worldwide. Perfect for regional managers and franchisees who need to know the difference between hands-on management and indirect influence. Written in a detailed and fun format perfect for today's Digital Age leaders, Multiunit Leadership examines the unique role and requirements of managers who are responsible for two to forty units. Our research with over 500 successful Multi-Unit Leaders (MULs) reveals the best practices and unique expertise that differentiates high-performing mulitunit leaders from average ones. Chockablock-full of specific examples, expert opinion and case-study scenarios, the seven leadership stages outlined in the book include: Brand Ambassador, Servant Leadership, Marketing Guru, Head Coach, Talent Scout, Synergist and Goal-Getter. You'll learn how to better manage time and projects, how to develop stronger teams, how to get maximum impact from your store visits, and how to consistently build sales by working smarter, not harder. Readers can assess their own strengths and challenges compared to the industry's best MULs at the end of each chapter and compile their own best practices relative to people, performance, and productivity. Companies using the book include McDonald's, American Express, Coca-Cola, Starbucks, Target, Jiffy Lube, Supercuts, Applebee's, and Sam's Club.
Author : Rolph E. Anderson
Publisher :
ISBN 13 :
Total Pages : 536 pages
Book Rating : 4.0/5 ( download)
Download or read book Personal Selling written by Rolph E. Anderson and published by . This book was released on 2004 with total page 536 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : John Livesay
Publisher : Morgan James Publishing
ISBN 13 : 1642793736
Total Pages : 123 pages
Book Rating : 4.6/5 (427 download)
Download or read book Better Selling Through Storytelling written by John Livesay and published by Morgan James Publishing. This book was released on 2019-07-02 with total page 123 pages. Available in PDF, EPUB and Kindle. Book excerpt: “John Livesay creates a compelling connection between revenue, reviews, and influence and our ability to tell brand and personal stories.” —Tracy Leigh Hazzard, INC. columnist, brandcaster, product strategist The old way of selling is to push a message or product. The new way of selling is to pull people in with a compelling story—one that is magnetic to clients. Better Selling Through Storytelling helps people become master storytellers so they can truly love what they do and get off the self-esteem roller coaster of only feeling good if their numbers are up. John Livesay encourages readers to give up selling—and become storytellers instead! He teaches sales representatives and entrepreneurs alike how to become irresistible to their clients and what the best storytelling strategy is to get a yes. From learning how not to take rejection personally to overcoming the three faces of fear, readers learn to embrace disruption with new tools that prepare them for any unexpected waves that come their way and get the sale. “If you want to reinvent how you sell, let John Livesay show you how . . . [He] holds nothing back and fills his pages with new ideas, tips, information, and steps to becoming your own Revenue Rockstar.” —Josh Linkner, New York Times–bestselling author of Big Little Breakthroughs “Not your grandparent’s sales manual; it’s where the storytelling rubber and results hit the road. If you think it’s too soft for your ROI brain, you’re missing the whole story, which is why you need it.” —Dr. Mark Goulston, author of Just Listen: Discover the Secret to Getting Through to Absolutely Anyone
Author : Jessamyn Shams-Lau
Publisher : Red Press Limited
ISBN 13 : 9781912157044
Total Pages : 152 pages
Book Rating : 4.1/5 (57 download)
Download or read book Unicorns Unite written by Jessamyn Shams-Lau and published by Red Press Limited. This book was released on 2018-05-15 with total page 152 pages. Available in PDF, EPUB and Kindle. Book excerpt: All the movers, shakers and change-makers of the world continue to tackle the growing list of problems facing humanity. However, there's a problem. Nonprofits and foundations need each other to fulfil their quest to eradicate global poverty like a unicorn needs a rainbow, but the way in which they work together is far from perfect. Enter the Unicorns. Part relationship-counseling, part manifesto, part workbook. Unicorns Unite provides the game-changing ideas and talking points for the conversation we really need to have; how can non-profits and foundations work better together?
Author : Hans Peter Peter Bech
Publisher : Tbk Publishing(r)
ISBN 13 : 9788793116160
Total Pages : 222 pages
Book Rating : 4.1/5 (161 download)
Download or read book Building Successful Partner Channels written by Hans Peter Peter Bech and published by Tbk Publishing(r). This book was released on 2015-04-01 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Building Successful Partner Channels" is a book laying out the roadmap for achieving global market leadership through independent channel partners in the software industry. When Microsoft acquired Navision in 2002 there is no doubt that the price they paid was heavily influenced by the value of our channel partner eco-system. I can think of no one better suited than Hans Peter to write a book with the title Building Successful Partner Channels. Preben Damgaard, Co-founder and CEO of Navision Predictable growth and market leadership through independent channel partners are on every software industry CEO and sales executives' mind. However, it is rarely achieved. With "Building Successful Partner Channels" Hans Peter Bech provides a great tactical approach toward reaching this goal. Torulf Nilsson, Product Executive, Visma Retail, Oslo, Norway Hans Peter Bech has been at the forefront developing indirect channels in the software industry for more than three decades and his track record is impressive. I'd highly recommend this book to anyone searching for the route to global market leadership in the software industry. Yusuf Soner, School of Management at the Sabanci University, Istanbul, Turkey Building Successful Partner Channels provides a powerful, practical approach to building a strong network of independent channel partners, so as to optimize sales and marketing activities. The book helps senior sales and marketing executives understand how to work in concert to achieve global market leadership through the indirect-channel approach. Toke Kruse, Founder and CEO at Billy, San Francisco, USA
Author : John F. Tanner, Jr.
Publisher : Ingram
ISBN 13 : 9781936126293
Total Pages : pages
Book Rating : 4.1/5 (262 download)
Download or read book Principles of Marketing written by John F. Tanner, Jr. and published by Ingram. This book was released on with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
