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The Human Sales Factor

Author : Lance Tyson
Publisher : Morgan James Publishing
ISBN 13 : 1631957066
Total Pages : 114 pages
Book Rating : 4.6/5 (319 download)

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Book Synopsis The Human Sales Factor by : Lance Tyson

Download or read book The Human Sales Factor written by Lance Tyson and published by Morgan James Publishing. This book was released on 2022-02-08 with total page 114 pages. Available in PDF, EPUB and Kindle. Book excerpt: There’s a science to getting others to buy from you—a secret only the best salespeople, business leaders, entrepreneurs, and thought leaders in the world know: selling, at its core, isn’t really about moving a product or service. It’s about moving people. Having spent nearly three decades meticulously examining the skillsets required for connecting with others—through the training and coaching of thousands of sales leaders and their teams for some of the biggest brands in the world—bestselling author Lance Tyson has mastered the powers of persuasion and influence, while decoding the intricacies of why people buy from others. Whether you’re a seasoned professional or an entrepreneur trying to pitch the next great idea—or maybe you just want to get better at getting what you want—The Human Sales Factor: The Human-to-Human Equation for Connecting, Persuading, and Closing the Deal is for you. This book is a peek under the hood of Lance’s proven, predictable, scalable process. It’s designed for sales leaders and their teams, yet is still approachable and applicable for the person who just wants to open doors and increase the chances of getting anything they want or need. Connecting and persuading are no longer soft skills. They are fundamental skills that can help you attract investors, sell products, build brands, inspire teams, and trigger movements. Despite all the processes, lingo, methodologies, and corporate rhetoric, sales—no matter the industry—has never truly been B2B or B2C. It always has and always will be done Human-to-Human.

Selling is an Away Game

Author : Lance Tyson
Publisher : Morgan James Publishing
ISBN 13 : 1636984436
Total Pages : 149 pages
Book Rating : 4.6/5 (369 download)

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Book Synopsis Selling is an Away Game by : Lance Tyson

Download or read book Selling is an Away Game written by Lance Tyson and published by Morgan James Publishing. This book was released on 2024-04-16 with total page 149 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling Is an Away Game is a comprehensive guide designed to challenge traditional sales methods and transform how salespeople approach sales in today’s dog-eat-dog world. There are few professions as competitive and cutthroat as sales. Faced with daily rejections and the pressure of impending quotas, successful salespeople are those who have the proper strength, grit, and knowledgeable strategies to rise above the competition. Lance Tyson’s Selling Is an Away Game will immerse sales professionals in the mindset of the buyer and foster new strategies and tactics to help them become stronger and more effective salespeople. With over twenty years of sales experience, Lance knows what it takes to succeed in the industry and has compiled his knowledge into this definitive handbook to help companies and individuals increase sales production, shorten sales cycle time, reduce cost of sale, and develop talent.

Human Factors Methods for Design

Author : Christopher P. Nemeth
Publisher : CRC Press
ISBN 13 : 0203643666
Total Pages : 418 pages
Book Rating : 4.2/5 (36 download)

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Book Synopsis Human Factors Methods for Design by : Christopher P. Nemeth

Download or read book Human Factors Methods for Design written by Christopher P. Nemeth and published by CRC Press. This book was released on 2004-02-17 with total page 418 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is no shortage of available human factors information, but until now there was no single guide on how to use this information. Human Factors Methods for Design: Making Systems Human-Centered is an in-depth field guide to solving human factors challenges in the development process. It provides design and human factors professionals, sys

The Secret Factor for Uncommon Sales Success

Author : Joe Arrigo
Publisher :
ISBN 13 :
Total Pages : 156 pages
Book Rating : 4.6/5 (325 download)

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Book Synopsis The Secret Factor for Uncommon Sales Success by : Joe Arrigo

Download or read book The Secret Factor for Uncommon Sales Success written by Joe Arrigo and published by . This book was released on 2020-03-31 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: The concept of this book is based on a single psychological and neuroscience fact. To bring that fact home with the greatest impact, I'll ask this question: "If we could rid ourselves of our emotional side and retain only our rational side, would we make better or worse decisions?" Common sense may tell us we would make better decisions because we wouldn't have emotions to get in the way. But, the answer is, we wouldn't be able to make any decisions at all. That's because the rational brain only analyzes...it cannot conclude. With the absence of emotional input we would be so overwhelmed by trivial information, our decision making processes would collapse, trapped in a perpetual conflict of options, and we would suffer paralysis by analysis. The purpose of our emotions is to fill the gap between an action and "infallible" rationality, to bring us over the top so we can make practical decisions necessary to navigate everyday life. The rational part of the brain and the emotional part are a unit, a team, where making decisions is not a competition between reason and emotion but rather a symbiotic relationship.Neuroscientist and brain researcher, Paul MacLean offers us--particularly salespeople--a profound insight into the human mind when he laments, "You know what bugs me most about the brain? It's that the limbic system, this primitive brain that can neither read nor write, provides us with the feeling of what is real, true, and important." The operative word being "feeling."If you base your sales techniques solely on logical, rational reasoned facts, the brain is not your friend. The limbic system, or primitive brain, is a powerful influencer in how we all behave and act. It provides us with that "feeling" Dr. MacLean describes and annoys him. This primitive brain is where emotions bubble up from. to nudge us off the fence, providing us with the ability to conclude, to decide, to move forward. The concept of this book is based on this simple and transformative, yet counter intuitive fact, and is a leg up for the salesperson who's aware of it and practices the powerful techniques that will impact the primitive brain, having it lobby in favor of the salesperson within the prospect's mind; to nudge him or her off the fence in favor of, and biases the prospect's primitive brain toward that salesperson. This biasing function is quite powerful. The advertising industry has been aware of, and using this concept for decades very successfully. The conscious mind may want to make logically precise decisions, yet the subconscious mind wants to feel good. Feeling good always wins. This is one of the most significant mental functions and psychological discoveries of our time. This book teaches the techniques to apply and skillfully effectuate this science, and corroborates its validity with referential resources in the bibliography. Human decisions are wholly dependent on this mechanism. I have practiced and applied it for most of my thirty years in sales, and seen it work time and again to stand above the crowd and deliver uncommon results.

Surviving a Takeover: the Human Factor

Author : Richard E. Whitman
Publisher : iUniverse
ISBN 13 : 1532067038
Total Pages : 112 pages
Book Rating : 4.5/5 (32 download)

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Book Synopsis Surviving a Takeover: the Human Factor by : Richard E. Whitman

Download or read book Surviving a Takeover: the Human Factor written by Richard E. Whitman and published by iUniverse. This book was released on 2019-03-20 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: When you hear “takeover” you likely think: Will I still have a job? Will I have to move? What changes will the new owners implement? But while takeovers are a time of transition, they don’t have to be scary—and in fact, they can actually jumpstart your career and leave you in a better position than you were in before. Richard E. Whitman, who has gone through dozens of takeovers during a forty-year career in high technology, explains how in this guide to navigating change in the workplace. Learn how to: —prepare for an impending acquisition; —avoid behaviors that will raise a red flag for new owners and managers; —determine your value to the new management team; and —decide quickly whether to adapt to change or leave. The author also examines why takeovers occur, who benefits, and the psychological turmoil that often goes along with answering to a new owner and perhaps having a new boss. Many employees worry about takeovers, but they can result in huge opportunities. Find out how to improve your prospects for success in this essential guide to surviving a takeover.

Decisions and Orders of the National Labor Relations Board, V. 352

Author :
Publisher : Government Printing Office
ISBN 13 : 9780160817274
Total Pages : 1308 pages
Book Rating : 4.8/5 (172 download)

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Book Synopsis Decisions and Orders of the National Labor Relations Board, V. 352 by :

Download or read book Decisions and Orders of the National Labor Relations Board, V. 352 written by and published by Government Printing Office. This book was released on 2009 with total page 1308 pages. Available in PDF, EPUB and Kindle. Book excerpt: Includes the decisions and orders of the Board, a table of cases, and a cross reference index from the advance sheet numbers to the volume page numbers.

Decisions and Orders of the National Labor Relations Board

Author : United States. National Labor Relations Board
Publisher :
ISBN 13 :
Total Pages : 1304 pages
Book Rating : 4.:/5 (9 download)

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Book Synopsis Decisions and Orders of the National Labor Relations Board by : United States. National Labor Relations Board

Download or read book Decisions and Orders of the National Labor Relations Board written by United States. National Labor Relations Board and published by . This book was released on 2008 with total page 1304 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Managing the Human Factor

Author : Bruce E. Kaufman
Publisher : Cornell University Press
ISBN 13 : 0801461669
Total Pages : 392 pages
Book Rating : 4.8/5 (14 download)

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Book Synopsis Managing the Human Factor by : Bruce E. Kaufman

Download or read book Managing the Human Factor written by Bruce E. Kaufman and published by Cornell University Press. This book was released on 2019-06-30 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt: Human resource departments are key components in the people management system of nearly every medium-to-large organization in the industrial world. They provide a wide range of essential services relating to employees, including recruitment, compensation, benefits, training, and labor relations. A century ago, however, before the concept of human resource management had been invented, the supervision and care of employees at even the largest companies were conducted without written policies or formal planning, and often in harsh, arbitrary, and counterproductive ways. How did companies such as United States Steel manage a workforce of 160,000 employees at dozens of plants without a specialized personnel or industrial relations department? What led some of these organizations to introduce human resources practices at the end of the nineteenth century? How were the earliest personnel departments structured and what were their responsibilities? And how did the theory and implementation of human resources management evolve, both within industry and as an academic field of research and teaching? In Managing the Human Factor, Bruce E. Kaufman chronicles the origins and early development of human resource management (HRM) in the United States from the 1870s, when the Labor Problem emerged as the nation's primary domestic policy concern, to 1933 and the start of the New Deal. Through new archival research, an extensive review and synthesis of the historical and contemporary literatures, and case studies illustrating best (and worst) practices during this period, Kaufman identifies the fourteen ideas, events, and movements that led to the creation of specialized HRM departments in the late 1910s, as well as their further growth and development into strategic business units in the welfare capitalism period of the 1920s. The research presented in this book not only uncovers many new aspects of the early development of personnel and industrial relations but also challenges central parts of the contemporary interpretation of the concept and evolution of HRM. Rich with insights on both the present and past of human resource management, Managing the Human Factor will be widely regarded as the definitive account of the early history of employee management in American companies and a must-read for all those interested in the indispensable function of managing people in organizations.

Human Factors in Multi-Crew Flight Operations

Author : HarryW. Orlady
Publisher : Routledge
ISBN 13 : 1351563432
Total Pages : 526 pages
Book Rating : 4.3/5 (515 download)

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Book Synopsis Human Factors in Multi-Crew Flight Operations by : HarryW. Orlady

Download or read book Human Factors in Multi-Crew Flight Operations written by HarryW. Orlady and published by Routledge. This book was released on 2017-07-05 with total page 526 pages. Available in PDF, EPUB and Kindle. Book excerpt: With the pace of ongoing technological and teamwork evolution across air transport, there has never been a greater need to master the application and effective implementation of leading edge human factors knowledge. Human Factors in Multi-Crew Flight Operations does just that. Written from the perspective of the well-informed pilot it provides a vivid, practical context for the appreciation of Human Factors, pitched at a level for those studying or engaged in current air transport operations. Features Include: - A unique seamless text, intensively reviewed by subject specialists. - Contemporary regulatory requirements from ICAO and references to FAA and JAA. - Comprehensive detail on the evolutionary development of air transport Human Factors. - Key statistics and analysis on the size and scope of the industry. - In-depth demonstration of the essential contribution of human factors in solving current aviation problems, air transport safety and certification. - Future developments in human factors as a 'core technology'. - Extensive appendices, glossary and indexes for ease of reference. The only book available to map the evolution, growth and future expansion of human factors in aviation, it will be the text for pilots and flight attendants and an essential resource for engineers, scientists, managers, air traffic controllers, regulators, educators, researchers and serious students.

Advances in Human Factors in Wearable Technologies and Game Design

Author : Tareq Ahram
Publisher : Springer
ISBN 13 : 3030204766
Total Pages : 429 pages
Book Rating : 4.0/5 (32 download)

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Book Synopsis Advances in Human Factors in Wearable Technologies and Game Design by : Tareq Ahram

Download or read book Advances in Human Factors in Wearable Technologies and Game Design written by Tareq Ahram and published by Springer. This book was released on 2019-06-13 with total page 429 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book focuses on the human aspects of wearable technologies and game design, which are often neglected. It shows how user-centered practices can optimize the wearable experience, thus improving user acceptance, satisfaction and engagement with novel wearable gadgets. It addresses both research and best practices in the applications of human factors and ergonomics to sensors, wearable technologies and game design innovations, as well as new findings on the integration of wearability principles with regard to: aesthetics, affordance, comfort, contextual awareness, customization, ease of use, ergonomics, information overload, intuitiveness, obtrusiveness, privacy, reliability, responsiveness, satisfaction, subtlety, user-friendliness and wearability. Gathering the outcomes of both the AHFE 2019 Conference on Human Factors and Wearable Technologies and the AHFE 2019 Conference on Human Factors in Game Design and Virtual Environments, held on July 24–28, 2019 in Washington, DC, USA, the book addresses the needs of professionals, researchers, and students whose work involves the human aspects of wearable, smart and/or interactive technologies and game design research.

The Journal of the Assembly During the ... Session of the Legislature of the State of California

Author : California. Legislature. Assembly
Publisher :
ISBN 13 :
Total Pages : 2314 pages
Book Rating : 4.:/5 (1 download)

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Book Synopsis The Journal of the Assembly During the ... Session of the Legislature of the State of California by : California. Legislature. Assembly

Download or read book The Journal of the Assembly During the ... Session of the Legislature of the State of California written by California. Legislature. Assembly and published by . This book was released on 1965 with total page 2314 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Handbook of Human Factors in Litigation

Author : Y. Ian Noy
Publisher : CRC Press
ISBN 13 : 0203490290
Total Pages : 1031 pages
Book Rating : 4.2/5 (34 download)

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Book Synopsis Handbook of Human Factors in Litigation by : Y. Ian Noy

Download or read book Handbook of Human Factors in Litigation written by Y. Ian Noy and published by CRC Press. This book was released on 2004-12-28 with total page 1031 pages. Available in PDF, EPUB and Kindle. Book excerpt: Using ergonomics in forensics can help prevent the recurrence of system failures through engineering or administrative controls. It can also raise the level of concern among professionals and the public regarding product, workplace, and service safety due to perceived exposure to liability. Even with such a potentially important and broad impact, f

Psychology as a Sales Factor

Author : A. J. Greenly
Publisher :
ISBN 13 :
Total Pages : 234 pages
Book Rating : 4.:/5 (2 download)

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Book Synopsis Psychology as a Sales Factor by : A. J. Greenly

Download or read book Psychology as a Sales Factor written by A. J. Greenly and published by . This book was released on 1927 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Advances in Human Factors, Business Management and Society

Author : Jussi Ilari Kantola
Publisher : Springer
ISBN 13 : 3319947095
Total Pages : 709 pages
Book Rating : 4.3/5 (199 download)

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Book Synopsis Advances in Human Factors, Business Management and Society by : Jussi Ilari Kantola

Download or read book Advances in Human Factors, Business Management and Society written by Jussi Ilari Kantola and published by Springer. This book was released on 2018-06-26 with total page 709 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book presents practical approaches for facilitating the achievement of excellence in the management and leadership of organizational resources. It shows how the principles of creating shared value can be applied to ensure faster learning, training, business development, and social renewal. In particular, it presents novel methods and tools for tackling the complexity of management and learning in both business organizations and society. Discussing ontologies, intelligent management systems, methods for creating knowledge and value added, it offers novel insights into time management and operations optimization, as well as advanced methods for evaluating customers’ satisfaction and conscious experience. Based on two conferences, the AHFE 2018 International Conference on Human Factors, Business Management and Society, and the AHFE 2018 International Conference on Human Factors in Management and Leadership, held on July 21–25, 2018, in Orlando, Florida, USA, the book provides both researchers and professionals with new tools and inspiring ideas for achieving excellence in various business activities. Chapter “Convolutional Gravitational Models for Economic Exchanges: Mathematical Extensions for Dynamic Processes and Knowledge Flows” is available open access under a Creative Commons Attribution 4.0 International License via link.springer.com.

International Encyclopedia of Ergonomics and Human Factors, Second Edition - 3 Volume Set

Author : Informa Healthcare
Publisher : CRC Press
ISBN 13 : 9780849375477
Total Pages : 3728 pages
Book Rating : 4.3/5 (754 download)

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Book Synopsis International Encyclopedia of Ergonomics and Human Factors, Second Edition - 3 Volume Set by : Informa Healthcare

Download or read book International Encyclopedia of Ergonomics and Human Factors, Second Edition - 3 Volume Set written by Informa Healthcare and published by CRC Press. This book was released on 2006-03-15 with total page 3728 pages. Available in PDF, EPUB and Kindle. Book excerpt: The previous edition of the International Encyclopedia of Ergonomics and Human Factors made history as the first unified source of reliable information drawn from many realms of science and technology and created specifically with ergonomics professionals in mind. It was also a winner of the Best Reference Award 2002 from the Engineering Libraries Division, American Society of Engineering Education, USA, and the Outstanding Academic Title 2002 from Choice Magazine. Not content to rest on his laurels, human factors and ergonomics expert Professor Waldemar Karwowski has overhauled his standard-setting resource, incorporating coverage of tried and true methods, fundamental principles, and major paradigm shifts in philosophy, thought, and design. Demonstrating the truly interdisciplinary nature of this field, these changes make the second edition even more comprehensive, more informative, more, in a word, encyclopedic. Keeping the format popularized by the first edition, the new edition has been completely revised and updated. Divided into 13 sections and organized alphabetically within each section, the entries provide a clear and simple outline of the topics as well as precise and practical information. The book reviews applications, tools, and innovative concepts related to ergonomic research. Technical terms are defined (where possible) within entries as well as in a glossary. Students and professionals will find this format invaluable, whether they have ergonomics, engineering, computing, or psychology backgrounds. Experts and researchers will also find it an excellent source of information on areas beyond the range of their direct interests.

Making Better Use of the Human Factor in Selling

Author : American Management Association
Publisher :
ISBN 13 :
Total Pages : 32 pages
Book Rating : 4.:/5 (54 download)

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Book Synopsis Making Better Use of the Human Factor in Selling by : American Management Association

Download or read book Making Better Use of the Human Factor in Selling written by American Management Association and published by . This book was released on 1954 with total page 32 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Handbook of Research on the Role of Human Factors in IT Project Management

Author : Misra, Sanjay
Publisher : IGI Global
ISBN 13 : 1799812804
Total Pages : 616 pages
Book Rating : 4.7/5 (998 download)

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Book Synopsis Handbook of Research on the Role of Human Factors in IT Project Management by : Misra, Sanjay

Download or read book Handbook of Research on the Role of Human Factors in IT Project Management written by Misra, Sanjay and published by IGI Global. This book was released on 2019-09-27 with total page 616 pages. Available in PDF, EPUB and Kindle. Book excerpt: The role humans play in the field of information technology continues to hold relevance even with the industry’s rapid growth. People contribute heavily to the physical, cognitive, and organizational domain of computing, yet there is a lack of exploration into this phenomenon. Humanoid aspects of technology require extensive research in order to avoid marginalization and insufficient data. The Handbook of Research on the Role of Human Factors in IT Project Management is a collection of innovative research on the methods and applications of the task of human characteristics in the design and development of new technology. While highlighting topics including digitalization, risk management, and task analysis, this book is ideally designed for IT professionals, managers, support executives, project managers, managing directors, academicians, researchers, and students seeking current research on the dynamics of human influence in technological projects.