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Author: Peter McDonnell
Publisher: Routledge
ISBN: 1317185749
Category : Business & Economics
Languages : en
Pages : 252
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Book Description
Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.
Author: Peter McDonnell
Publisher: Routledge
ISBN: 1317185749
Category : Business & Economics
Languages : en
Pages : 252
Get Book Here
Book Description
Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.
Author: Jean McNiff
Publisher: SAGE
ISBN: 1473908833
Category : Social Science
Languages : en
Pages : 501
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Book Description
In Writing and Doing Action Research, Jean McNiff provides a comprehensive and user-friendly guide to the practical aspects of writing and doing action research. Written for practitioners involved in higher degree courses and professional development programmes, and students undertaking methods courses, this book includes guidance on how to: Carry out an action research project in your setting Present your findings in a dissertation, report or thesis Write up your research with an eye to informing policy Demonstrate the quality of your research and writing Be critical and write theoretically Write for journals and prepare thesis and book proposals The book contains excerpts taken from action research projects in a range of settings and presents exercises to help you develop successful written accounts of your research. Writing and Doing Action Research is an essential text for anyone working with action research, providing vital guidance on the preparation and production of texts, how this type of work is assessed and enabling you to get the best results from your research.
Author: Jean McNiff
Publisher: Routledge
ISBN: 1317573889
Category : Education
Languages : en
Pages : 220
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Book Description
Many practice-based researchers have expert knowledge of doing research but often experience difficulties when writing it up and communicating the significance of what they have done. This book aims to help bridge the gap. Packed with practical advice and strong theoretical resources it takes you through the basics of designing and producing your text so that it will meet established standards and high quality assurance expectations. Divided into 3 distinctive parts, key points include: understanding writing practices engaging with the literatures how to write up a project report or dissertation how writing is judged in terms of professional and academic writing practices developing ideas for further study and publication Writing up Your Action Research Project is an essential text for practitioners on professional education and undergraduate courses across disciplines who want their writing to reflect the excellence of their research. It is the ideal companion to the author’s You and Your Action Research Project, now in its fourth edition.
Author: Peter McDonnell
Publisher: SAGE
ISBN: 1473967317
Category : Medical
Languages : en
Pages : 217
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Book Description
Nurses work in complex situations with daily challenges, where the needs of each patient represent unique demands. Action research helps nurses to investigate their practices as reflective practitioners, allowing them to ask ‘What is going on? How do we understand the existing situation? How do we improve it?’ This book supports nurses in investigating their own professional practices in order to develop the new insights and approaches: · embodying holistic perspectives in dialogical and relational forms of individual and organisational learning, · equal emphasis on processes and outcomes; · welcoming all participants’ contributions , and listening to all voices; · developing a patient-centred focus where people are involved in their own healing; · building communities of enquiring practices. This book is intended for undergraduate student nurses, qualified practising nurses in clinical settings who may or may not be engaged in formal professional education courses and nurse educators and managers.
Author: Duane Sparks
Publisher:
ISBN: 9780975356906
Category : Selling
Languages : en
Pages : 92
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Book Description
Author: Peter McDonnell
Publisher: Routledge
ISBN: 1317185730
Category : Business & Economics
Languages : en
Pages : 217
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Book Description
Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.
Author: Mike Schultz
Publisher: John Wiley & Sons
ISBN: 1118875060
Category : Business & Economics
Languages : en
Pages : 263
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Book Description
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.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
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: Jean McNiff
Publisher: SAGE Publications
ISBN: 085702583X
Category : Social Science
Languages : en
Pages : 281
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Book Description
What is action research? Why do action research? When should you use action research? In the second edition of All You Need to Know about Action Research, expert practitioners Jean McNiff and Jack Whitehead guide you through everything you need to know to plan and carry out a successful action research project. The book provides: - A guide to the history and philosophy underpinning action research - Comprehensive coverage of the main theoretical debates in action research - A unique understanding of how action research can help your learning and your professional practice - Practical help in planning your project - Help with writing about your research and disseminating your findings. The second edition has been thoroughly updated throughout, and now includes new real-life case studies from Education, Health and Business. A new chapter on reviewing the literature has been added and the sections on data gathering and analysis have been updated to take into account the latest technological advances. This easy-to-follow overview of action research is essential reading for students, practitioners and seasoned researchers alike.
Author: Joe Girard
Publisher: Simon and Schuster
ISBN: 0743273966
Category : Business & Economics
Languages : en
Pages : 196
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Book Description
Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
