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Selling Applied Futures Research Tools In Complex Organizations
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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 :National Academies of Sciences, Engineering, and Medicine Publisher :National Academies Press ISBN 13 :0309495679 Total Pages :393 pages Book Rating :4.3/5 (94 download)
Book Synopsis Safeguarding the Bioeconomy by : National Academies of Sciences, Engineering, and Medicine
Download or read book Safeguarding the Bioeconomy written by National Academies of Sciences, Engineering, and Medicine and published by National Academies Press. This book was released on 2020-05-01 with total page 393 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research and innovation in the life sciences is driving rapid growth in agriculture, biomedical science, information science and computing, energy, and other sectors of the U.S. economy. This economic activity, conceptually referred to as the bioeconomy, presents many opportunities to create jobs, improve the quality of life, and continue to drive economic growth. While the United States has been a leader in advancements in the biological sciences, other countries are also actively investing in and expanding their capabilities in this area. Maintaining competitiveness in the bioeconomy is key to maintaining the economic health and security of the United States and other nations. Safeguarding the Bioeconomy evaluates preexisting and potential approaches for assessing the value of the bioeconomy and identifies intangible assets not sufficiently captured or that are missing from U.S. assessments. This study considers strategies for safeguarding and sustaining the economic activity driven by research and innovation in the life sciences. It also presents ideas for horizon scanning mechanisms to identify new technologies, markets, and data sources that have the potential to drive future development of the bioeconomy.
Book Synopsis Making Futures Work by : Phil Balagtas
Download or read book Making Futures Work written by Phil Balagtas and published by "O'Reilly Media, Inc.". This book was released on 2024-06-05 with total page 331 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn how to get started with Futures Thinking. With this practical guide, Phil Balagtas, founder of the Design Futures Initiative and the global Speculative Futures network, shows you how designers and futurists have made futures work at companies such as Atari, IBM, Apple, Disney, Autodesk, Lufthansa, and McKinsey & Company. This book demystifies the process of Futures Thinking into a language that's practical and useful for both designers and strategists. You'll learn about Strategic Foresight for using ideas about the future to anticipate and prepare for change; explore Speculative Design to deal with the relationship between science, technology, and humans; and Design Fiction to explore and critique possible futures. Balagtas also shares stories from his journey to build a global community and describes how he works with clients to reshape the futures vocabulary. With this guide, you'll learn how to: Prepare your client, team, and/or audience for futures Facilitate and work with the fundamental methods and frameworks Gain advocacy and support within your organization Provide measurable value from the process and outcomes Build a futures culture and team Sustain a culture and support system beyond projects
Book Synopsis Social Science Research by : Anol Bhattacherjee
Download or read book Social Science Research written by Anol Bhattacherjee and published by CreateSpace. This book was released on 2012-04-01 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is designed to introduce doctoral and graduate students to the process of conducting scientific research in the social sciences, business, education, public health, and related disciplines. It is a one-stop, comprehensive, and compact source for foundational concepts in behavioral research, and can serve as a stand-alone text or as a supplement to research readings in any doctoral seminar or research methods class. This book is currently used as a research text at universities on six continents and will shortly be available in nine different languages.
Book Synopsis Digital and Social Media Marketing by : Nripendra P. Rana
Download or read book Digital and Social Media Marketing written by Nripendra P. Rana and published by Springer Nature. This book was released on 2019-11-11 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.
Book Synopsis Managing and Organizations by : Stewart R Clegg
Download or read book Managing and Organizations written by Stewart R Clegg and published by SAGE. This book was released on 2015-11-02 with total page 714 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get 12 months FREE access to an interactive eBook* when you buy the paperback (Print paperback version only 9781446298374) 'Already a classic in its field, Managing and Organizations’ success among teachers and students reflects its comprehensiveness and accuracy. A great handbook from which to teach management’ - Dr Jose Bento da Silva, University of Warwick A realist's guide to management, the authors capture the complex life of organizations, providing not only an account of theories, but also an introduction to their practice with examples from everyday life and culture discussing the key themes and debates along the way. Intended as a 'travel guide' to the world of management, the content contains reliable maps of the terrain, critical viewpoints, with ways forward outlined, and an exploration of the nooks, crannies and byways whilst still observing the main thoroughfares. This is a resource that will help navigate this world, encouraging the reader to explore not only the new, exciting and brilliant aspects, but also some dark sides as well. The new edition includes: A new chapter on "Organizational Conflict" Revised case studies examining key organizational issues and exploring diverse scenarios. Even more examples and cases throughout covering the most current examples from the business world – e.g. Airbnb, Uber, Spotify. A free interactive eBook* featuring author videos, web-links to news articles and Ted Talks, multiple choice questions, flashcards, SAGE journal articles and other relevant links, allowing access on the go and encouraging learning and retention whatever the reading or learning style. Suitable for students studying Organisational Behaviour, Managing People in Organisations and Introductory Management courses taking an Organisational Behaviour slant. (*interactivity only available through Vitalsource eBook)
Author :CGA-Canada Research Foundation Publisher :CGA-Canada Research Foundation = Fondation de recherche de CGA=Canada ISBN 13 : Total Pages :352 pages Book Rating :4.0/5 ( download)
Book Synopsis Research Methods in Accounting by : CGA-Canada Research Foundation
Download or read book Research Methods in Accounting written by CGA-Canada Research Foundation and published by CGA-Canada Research Foundation = Fondation de recherche de CGA=Canada. This book was released on 1996 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis E-Collaboration Technologies and Organizational Performance: Current and Future Trends by : Kock, Ned
Download or read book E-Collaboration Technologies and Organizational Performance: Current and Future Trends written by Kock, Ned and published by IGI Global. This book was released on 2010-12-31 with total page 434 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This book reviews recent advances in the e-collaboration discipline with a focus on virtual teams, firm performance, social capital formation, and Web-based communities"--Provided by publisher.
Book Synopsis E-Book Business Driven Technology by : BALTZAN
Download or read book E-Book Business Driven Technology written by BALTZAN and published by McGraw Hill. This book was released on 2017-01-16 with total page 609 pages. Available in PDF, EPUB and Kindle. Book excerpt: E-Book Business Driven Technology
Book Synopsis Handbook of Industrial, Work & Organizational Psychology by : Neil Anderson
Download or read book Handbook of Industrial, Work & Organizational Psychology written by Neil Anderson and published by SAGE. This book was released on 2001-12-20 with total page 524 pages. Available in PDF, EPUB and Kindle. Book excerpt: The globalized nature of work in the new millennium implies that human resource management, psychological theories of personnel and individual behaviour in the workplace have to change and evolve. This volume mainly focuses on theories, techniques and methods used by industrial and work psychologists. A set of internationally renowned authors summarize advances in core topics such as analysis of work, work design, job performance, performance appraisal and feedback, workplace counterproductivity, recruitment and personnel selection, work relevant individual difference variables (cognitive ability, personality), human-machine interactions, human errors, training, learning, individual development, socialization, methods, and measurement.
Book Synopsis Next-Generation Business Intelligence Software with Silverlight 3 by : Bart Czernicki
Download or read book Next-Generation Business Intelligence Software with Silverlight 3 written by Bart Czernicki and published by Apress. This book was released on 2011-02-02 with total page 435 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business intelligence (BI) software is the code and tools that allow you to view different components of a business using a single visual platform, making comprehending mountains of data easier. Applications that include reports, analytics, statistics, and historical and predictive modeling are all examples of BI applications. Currently, we are in the second generation of BI software, called BI 2.0. This generation is focused on writing BI software that is predictive, adaptive, simple, and interactive. As computers and software have evolved, more data can be presented to end users with increasingly visually rich techniques. Rich Internet application (RIA) technologies such as Microsoft Silverlight can be used to transform traditional user interfaces filled with boring data into fully interactive analytical applications to deliver insight from large data sets quickly. Furthermore, RIAs include 3D spatial design capabilities that allow for interesting layouts of aggregated data beyond a simple list or grid. BI 2.0 implemented via RIA technology can truly bring out the power of BI and deliver it to an average user via the Web. Next-Generation Business Intelligence Software with Rich Internet Applications provides developers, designers, and architects a solid foundation of BI design and architecture concepts with Microsoft Silverlight. This book covers key BI design concepts and how they can be applied without requiring an existing BI infrastructure. The author, Bart Czernicki, will show you how to build small BI applications by example that are interactive, highly visual, statistical, predictive, and most importantly, intuitive to the user. BI isn't just for the executive branch of a Fortune 500 company; it is for the masses. Let Next-Generation Business Intelligence Software with Rich Internet Applications show you how to unlock the rich intelligence you already have.
Book Synopsis Handbook of Research on Entrepreneurship in the Contemporary Knowledge-Based Global Economy by : Baporikar, Neeta
Download or read book Handbook of Research on Entrepreneurship in the Contemporary Knowledge-Based Global Economy written by Baporikar, Neeta and published by IGI Global. This book was released on 2015-10-21 with total page 633 pages. Available in PDF, EPUB and Kindle. Book excerpt: The rapid rise of knowledge-based economies has revolutionized the perceptions and practices of globalized business. Recent developments in engineering, electronics, and biotechnology have expanded the very definition of entrepreneurship in today’s international market, weaving discussions of enhanced connectivity and communication, environmental sustainability, and government policy changes into a complex, multidimensional conversation. The Handbook of Research of Entrepreneurship in the Contemporary Knowledge-Based Global Economy provides a comprehensive survey of the most recent developments in the field of entrepreneurship, highlighting their effects on information technology, business networking, knowledge production, distribution, and organization. This timely publication features extensive coverage of the fast-developing entrepreneurial field, illuminating recent technological, social, and strategic innovations in language that is accessible for a worldwide audience of business educators, researchers, and students. This authoritative text showcases research-based articles on entrepreneurship for knowledge economies; academic entrepreneurship; women and entrepreneurship; entrepreneurship education; organizational learning ability; innovations in industry, agriculture, and management; and the evolution of a new, all-inclusive corporate culture.
Book Synopsis Handbook of Marketing Decision Models by : Berend Wierenga
Download or read book Handbook of Marketing Decision Models written by Berend Wierenga and published by Springer Science & Business Media. This book was released on 2008-09-05 with total page 621 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing models is a core component of the marketing discipline. The recent developments in marketing models have been incredibly fast with information technology (e.g., the Internet), online marketing (e-commerce) and customer relationship management (CRM) creating radical changes in the way companies interact with their customers. This has created completely new breeds of marketing models, but major progress has also taken place in existing types of marketing models. Handbook of Marketing Decision Models presents the state of the art in marketing decision models. The book deals with new modeling areas, such as customer relationship management, customer value and online marketing, as well as recent developments in other advertising, sales promotions, sales management, and competition are dealt with. New developments are in consumer decision models, models for return on marketing, marketing management support systems, and in special techniques such as time series and neural nets.
Book Synopsis Sales Management for Improved Organizational Competitiveness and Performance by : Santos, José Duarte
Download or read book Sales Management for Improved Organizational Competitiveness and Performance written by Santos, José Duarte and published by IGI Global. This book was released on 2022-05-27 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt: With the recent digital developments within marketing, the alignment between sales and marketing has become increasingly important as it has the potential to improve sales, customer relations, and customer satisfaction. The evolution of technology has also been promoting changes in the sales process, which provides new opportunities and challenges for enterprises at various levels. Sales Management for Improved Organizational Competitiveness and Performance highlights the influences of management, marketing, and technology on sales and presents trends in sales, namely the digital transformation that is taking place in organizations. The book also considers innovative concepts, techniques, and tools in the sales area. Covering a wide range of topics such as digital transformation, sales communication, and social media marketing, this reference work is ideal for managers, marketers, researchers, scholars, practitioners, academicians, instructors, and students.
Book Synopsis Rethinking Information Systems in Organizations by : John Paul Kawalek
Download or read book Rethinking Information Systems in Organizations written by John Paul Kawalek and published by Routledge. This book was released on 2008-04-18 with total page 331 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Rethinking Information Systems in Organizations John Paul Kawalek challenges the current orthodoxy of information systems and proposes new alternatives. Bold and ambitious, this book tackles the thorny issues of integration of disciplines, cross over of functions, and negotiation of epistemological divides in IS. Historically, the IS discipline has struggled to embrace and integrate technical as well as organizational knowledge, skills and methods. Kawalek argues that there are now a new set of imperatives that will irrecoverably change IS, affecting the way many organizations deploy and access their information and technology. This book defines how the traditional practices of Information Systems are required to integrate into a process of organizational problem-solving. An essential read for students of business information systems, organizational theory and research methods, Kawalek’s work also provides core methodological principles on organizational change and problem solving, and presents an effective rationale for their use in Information Systems contexts.
Author :Luis Camarinha-Matos Publisher :Springer Science & Business Media ISBN 13 :0387737979 Total Pages :1359 pages Book Rating :4.3/5 (877 download)
Book Synopsis Establishing the Foundation of Collaborative Networks by : Luis Camarinha-Matos
Download or read book Establishing the Foundation of Collaborative Networks written by Luis Camarinha-Matos and published by Springer Science & Business Media. This book was released on 2007-08-22 with total page 1359 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book includes a number of selected papers from the PRO-VE '07 Conference, providing a comprehensive overview of recent advances in various Collaborative Networks domains. It covers trust aspects, performance and value systems, VO breeding environments, VO creation, e-contracting, collaborative architectures and frameworks, professional virtual communities, interoperability issues, business benefits, and case studies and applications in industry and services.
Book Synopsis Handbook of Research on Cybersecurity Risk in Contemporary Business Systems by : Adedoyin, Festus Fatai
Download or read book Handbook of Research on Cybersecurity Risk in Contemporary Business Systems written by Adedoyin, Festus Fatai and published by IGI Global. This book was released on 2023-03-27 with total page 467 pages. Available in PDF, EPUB and Kindle. Book excerpt: The field of cybersecurity is becoming increasingly important due to the continuously expanding reliance on computer systems, the internet, wireless network standards such as Bluetooth and wi-fi, and the growth of "smart" devices, including smartphones, televisions, and the various devices that constitute the internet of things (IoT). Cybersecurity is also one of the significant challenges in the contemporary world, due to its complexity, both in terms of political usage and technology. The Handbook of Research on Cybersecurity Risk in Contemporary Business Systems examines current risks involved in the cybersecurity of various business systems today from a global perspective and investigates critical business systems. Covering key topics such as artificial intelligence, hacking, and software, this reference work is ideal for computer scientists, industry professionals, policymakers, researchers, academicians, scholars, instructors, and students.
