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Author: Hubert LaChance
Publisher: Hubert LaChance
ISBN: 9780995286412
Category :
Languages : en
Pages :
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Book Description
This book is intended for all stakeholders involved in the process of selling and purchasing indirect goods and services. It is a well-known fact that procurement involvement in indirect acquisitions is increasing. In order to respond to this new trend, the author, an expert in indirect procurement with more than 10 years of professional experience, reveals secrets to selling and purchasing services from the procurement's perspective. Readers will have a chance to further their knowledge about purchaser's roles and understand how large companies handle their sourcing process. This knowledge will help readers gain a new perspective about the possibilities of leveraging relationships between purchasers and suppliers. Sales professionals will learn how to reach their objectives of securing new clients and promoting repetitive business. Answering RFP's will no longer be a secret. For example, this book covers: -How suppliers can manage to compete with competitors already in a relationship with their prospective clients. -How to influence the outcome of an RFP, without sacrificing too much profit. -How to leverage the procurement function and be the suppliers that receive new business with fewer RFPs to respond to. Purchasers, who are new to acquiring services, will understand the dynamics and processes associated with sourcing indirect categories. This knowledge will allow them to feel at ease to lead and obtain enhanced value from their assigned sourcing projects. For example, this knowledge will allow understanding: -How purchasers can manage to get accepted by budget holders and improve sourcing coverage through value added services. -How buyers and suppliers can cope with internal resistance that often occurs when new suppliers are invited to compete in RFPs. -How collaboration between purchasers and suppliers can usually bring more value than the traditional procurement approach of focusing too much on price. The author presents the information in six revealing and in-depth chapters: 1) Sourcing services 2) Why corporations hire buyers 3) Challenges of acquiring new customers 4) Maximizing outcomes of strategic sourcing processes 5) Managing gifts and entertainment 6) How to maintain existing customers "The book will be very useful in shaping effective business practices in corporations both on the selling and purchasing side. " Janusz Filipiak, Founder and CEO of Comarch, a software company that employs nearly 5000 people in 26 countries and author of 6 books. "Any RFP or RFQ to which I now reply is markedly different than what I have submitted prior to reading this book. Michael Glazer, CEO of Premier Service Inc. "This book helps sales professionals understand the needs and motivations of corporate buyers, which is essential for ongoing, positive relationships." Robert Spangler, MPA, CSC, Co-Founder The Sales Association"
Author: Hubert LaChance
Publisher: Hubert LaChance
ISBN: 9780995286412
Category :
Languages : en
Pages :
Get Book
Book Description
This book is intended for all stakeholders involved in the process of selling and purchasing indirect goods and services. It is a well-known fact that procurement involvement in indirect acquisitions is increasing. In order to respond to this new trend, the author, an expert in indirect procurement with more than 10 years of professional experience, reveals secrets to selling and purchasing services from the procurement's perspective. Readers will have a chance to further their knowledge about purchaser's roles and understand how large companies handle their sourcing process. This knowledge will help readers gain a new perspective about the possibilities of leveraging relationships between purchasers and suppliers. Sales professionals will learn how to reach their objectives of securing new clients and promoting repetitive business. Answering RFP's will no longer be a secret. For example, this book covers: -How suppliers can manage to compete with competitors already in a relationship with their prospective clients. -How to influence the outcome of an RFP, without sacrificing too much profit. -How to leverage the procurement function and be the suppliers that receive new business with fewer RFPs to respond to. Purchasers, who are new to acquiring services, will understand the dynamics and processes associated with sourcing indirect categories. This knowledge will allow them to feel at ease to lead and obtain enhanced value from their assigned sourcing projects. For example, this knowledge will allow understanding: -How purchasers can manage to get accepted by budget holders and improve sourcing coverage through value added services. -How buyers and suppliers can cope with internal resistance that often occurs when new suppliers are invited to compete in RFPs. -How collaboration between purchasers and suppliers can usually bring more value than the traditional procurement approach of focusing too much on price. The author presents the information in six revealing and in-depth chapters: 1) Sourcing services 2) Why corporations hire buyers 3) Challenges of acquiring new customers 4) Maximizing outcomes of strategic sourcing processes 5) Managing gifts and entertainment 6) How to maintain existing customers "The book will be very useful in shaping effective business practices in corporations both on the selling and purchasing side. " Janusz Filipiak, Founder and CEO of Comarch, a software company that employs nearly 5000 people in 26 countries and author of 6 books. "Any RFP or RFQ to which I now reply is markedly different than what I have submitted prior to reading this book. Michael Glazer, CEO of Premier Service Inc. "This book helps sales professionals understand the needs and motivations of corporate buyers, which is essential for ongoing, positive relationships." Robert Spangler, MPA, CSC, Co-Founder The Sales Association"
Author: Jeff Petsche
Publisher: Lulu.com
ISBN: 1483453235
Category : Self-Help
Languages : en
Pages : 66
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Book Description
This book is a must read for any newly licensed agent or anybody looking to start a career in real estate. Knowing what mistakes are most common among newly licensed agents can save you headache, frustration, money and most importantly, YOUR CAREER!! If you don't know what to look for when starting out, many of the mistakes outlined in this book could cause a new agent's career to END before it ever BEGINS! Mindset, Being Financially Prepared and Picking the Right Brokerage are just a few of the mistakes addressed in this book, and knowing how to address each one can make the difference between having early success or lots of frustration.
Author: Felipe Turtle
Publisher:
ISBN:
Category :
Languages : en
Pages : 156
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Book Description
This book is intended for all stakeholders involved in the process of selling and purchasing indirect goods and services. It is a well-known fact that procurement involvement in indirect acquisitions is increasing. In order to respond to this new trend, the author, an expert in indirect procurement with more than 10 years of professional experience, reveals secrets to selling and purchasing services from the procurement's perspective. Readers will have a chance to further their knowledge about purchaser's roles and understand how large companies handle their sourcing process. This knowledge will help readers gain a new perspective about the possibilities of leveraging relationships between purchasers and suppliers. Sales professionals will learn how to reach their objectives of securing new clients and promoting repetitive business. Answering RFP's will no longer be a secret. For example, this book covers: -How suppliers can manage to compete with competitors already in a relationship with their prospective clients. -How to influence the outcome of an RFP, without sacrificing too much profit. -How to leverage the procurement function and be the suppliers that receive new business with fewer RFPs to respond to. Purchasers that are new to acquiring services will understand the dynamics and processes associated with sourcing indirect categories. For example, this knowledge will allow understanding: -How purchasers can manage to get accepted by budget holders and improve sourcing coverage through value-added services. -How buyers and suppliers can cope with internal resistance that often occurs when new suppliers are invited to compete in RFPs. -How collaboration between purchasers and suppliers can usually bring more value than the traditional procurement approach of focusing too much on price. For the cost of this book, you will get a head start, receive valuable insights, and enter into successful negotiations much faster.
Author: Dawn Deeter-Schmelz
Publisher: SAGE Publications
ISBN: 1071927205
Category : Business & Economics
Languages : en
Pages : 362
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Book Description
Formerly published by Chicago Business Press, now published by Sage Professional Selling covers key sales concepts and strategies by highlighting detailed aspects of each step in the sales process, from lead generation to closing. Co-authored by faculty from some of the most successful sales programs in higher education, the Second Edition also offers unique chapters on digital sales, customer business development strategies, and role play. This title is accompanied by a complete teaching and learning package. Contact your Sage representative to request a demo. Learning Platform / Courseware Sage Vantage is an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Unparalleled in its ease of use and built for dynamic teaching and learning, Vantage offers customizable LMS integration and best-in-class support. It′s a learning platform you, and your students, will actually love. LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Learn more.
Author: Meghan Wier
Publisher: Sourcebooks, Inc.
ISBN: 1572489928
Category : Business & Economics
Languages : en
Pages : 226
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Book Description
"Funny and insightful, Meghan has written a true resource for any introvert seeking to break out of their shell and step into the spotlight." Dr. Ivan Misner, founder and CEO of Business Network International Are you an introvert who wants to succeed in the business world? Do you: Avoid unnecessary social interaction? Keep to yourself or to your small group of friends? Seek out time alone? Confessions of an Introvert offers you practical advice, interspersed with real-life stories, that will help you overcome your shyness and find ways to have a satisfying future in the corporate world. Packed with valuable insights and personal anecdotes, Confessions of an Introvert will teach you: Why business networking is the key to professional growth and how even the shyest person can learn how to network That a little self-promotion goes a long way in showing others how good a businessperson you are How to communicate with people in a way that is comfortable to you but still gets the results you need That being an introvert is just a part of who you are and not a serious roadblock to your success Confessions of an Introvert is a must-read for any introvert seeking to excel in business and get the most out of life. Meghan Wier is known for melding her professional style, keen business sense, and desire to share her work and life experiences with others. An introvert/forced-extrovert, her relationship-building savvy and strong marketing skills have made her a recognized expert in building through networking. Ms. Wier is an influential authority on business networking and marketing. From ForeWord Magazine (12/10/08): Networking is a big buzzword these days. People are joining networking Web sites and networking groups in the hopes of improving their career or social status, or simply expanding their social circle. Confessions of an Introvert: The Shy Girl's Guide to Career, Networking, and Getting the Most of Out Life helps women for whom networking and self-promotion don't come naturally. "[E]xtroverts gain energy from other people and introverts feel like they just get the energy sucked out of them by other people," author Meghan Wier writes. She is an expert on marketing and networking, and a self-proclaimed introvert. Wier insists that introverts can become charismatic speakers and great leaders. She helps readers along the way with sections on identifying sources of anxiety, building confidence in tough situations, becoming an expert in one's field, and organization. In order to make public speaking easier, she recommends that readers write down everything they dislike about speaking and why, then come up with actions that will offset each item.
Author: Mark Schenkius
Publisher:
ISBN: 9789492744166
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
Whether it is in sports, in games or in business, the ones who are most successful are often the ones who know how to think like their opponent. And especially in the continuously evolving world of buying and selling, will these insights truly make the difference. Want to put an end to lost sales or decreasing margins? Re-think the relationship with your buyer. In The Other Side of Sales author Mark Schenkius crosses over to the other side of the table and shares his secrets from almost two decades of experience in negotiations and procurement. The book even reveals what power the buyer and seller have in all possible situations and how sellers can act on this. By creating the right strategies, sellers can decide to use pressure or build a long-term relationship with buyers. Packed with new content, fresh insights and a unique set of 47 questions, this book is undeniably a game-changer for any sales professional.
Author: James Randel
Publisher: McGraw-Hill Professional
ISBN: 0071467939
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
A front row seat into the world of high-stakes commercial real estate investing “A must-read book … one of the best real estate investment books I have ever read. On my scale of 1 to 10, this unique book rates an off-the-charts 12.” ---Robert Bruss Confessions of a Real Estate Entrepreneur is for the individual who is ready to get serious about investing. Not a rah-rah or get-rich-quick book, this book is for someone who is prepared to think about what he or she wants to accomplish. James Randel provides the how and why. James Randel has been a successful investor and educator for 25 years. He teaches investing through stories and anecdotes – bringing to the limelight not just his successes (and there are some amazing stories of these) but also his mistakes. His candor is instructive and entertaining. It is said that “those who can, do, and those who can’t, teach.” James Randel is a rare exception as he is both a highly successful investor as well as an excellent teacher. As said by Jeff Dunne, Vice Chairman of the largest real estate company in the world, CB Richard Ellis: “I’ve tracked Jimmy’s incredible run of successful real estate investments for 20 years and more recently invested very profitably with him. His new book is a must read for anyone interested in real estate investing.” If you are tired of the “same old, same old” and prepared to play in the big leagues, this book is calling your name.
Author: John Perkins
Publisher: Berrett-Koehler Publishers
ISBN: 1576755126
Category : Biography & Autobiography
Languages : en
Pages : 430
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Book Description
Perkins, a former chief economist at a Boston strategic-consulting firm, confesses he was an "economic hit man" for 10 years, helping U.S. intelligence agencies and multinationals cajole and blackmail foreign leaders into serving U.S. foreign policy and awarding lucrative contracts to American business.
Author: Sam Goodman Darrell J. Steffensmeier Jeffery T. Ulmer
Publisher: Transaction Publishers
ISBN: 0202365050
Category :
Languages : en
Pages : 415
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Book Description
Author: Darrell J. Steffensmeier
Publisher: Routledge
ISBN: 1351526863
Category : True Crime
Languages : en
Pages : 401
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Book Description
*Recipient of the American Society of Criminology's 2006 Michael J. Hindelang Award for a book, published within the past three calendar years, that is "the most outstanding contribution to research in criminology." *Nominated for the 2007 Outstanding Book Award of the Academy of Criminal Justice Sciences. Sam Goodman, was a long-time thief, fence, and quasi-legitimate businessman. He had a criminal career that spanned fifty years, beginning in his mid-teens and ending with his death when he was in his mid-sixties. Confessions of a Dying Thief is an in-depth ethnographic study of Sam and his world based on continuous contact with him for many years, on multiple interviews with his network of associates in crime and business, and on a series of interviews with him shortly before he died. The book updates and greatly expands the case study of Sam Goodman's fencing activity found in Steffensmeier's award-winning 1986 book The Fence: In the Shadow of Two Worlds. It combines Sam's colorful narrative accounts with substantive commentary by the authors to provide a more nuanced portrayal of criminal careers, illegal enterprise, and the broad landscape comprising the entity called "crime." To more fully understand pathways into and out of crime as well as the social organization of illegal enterprise, the authors propose an integrative learning-opportunity-commitment framework that combines differential association/social learning theory and an extended conceptualization of criminal opportunity with a three-fold theory of commitment to crime. This framework offers an integrated and more complete way of understanding mechanisms that underlie criminal offending and criminal careers. It also recognizes the complexity and scope of the criminal landscape and its embeddedness in the fabric of the larger society, including its criminal justice system. Sam's illness and death are a sobering backdrop th
