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Author: Stephen Giglio
Publisher: McGraw Hill Professional
ISBN: 0071416773
Category : Business & Economics
Languages : en
Pages : 226
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Book Description
Strategies for overcoming clock-watching clients, spilled coffee, and other sales nightmaresand closing the sale Selling is tough, and what can go wrong often will. Successful salespeople know they must prepare themselves for every potential deal-killer. Beating the Deal-Killers provides situation-specific advice for anticipating problems, handling them deftly, and returning everyone's attention to the matter at handcompleting the sale. More than just a valuable troubleshooting guide, however, this book by award-winning sales executive Stephen Giglio gives sales pros firsthand techniques they can put into action at their next sales meeting. Battleproven tips and pointers include: How to prepare for a relaxed yet take-charge sales call Techniques, actions, and phrases for motivating a prospect 10 effective ways to field objections
Author: Stephen Giglio
Publisher: McGraw Hill Professional
ISBN: 0071416773
Category : Business & Economics
Languages : en
Pages : 226
Get Book
Book Description
Strategies for overcoming clock-watching clients, spilled coffee, and other sales nightmaresand closing the sale Selling is tough, and what can go wrong often will. Successful salespeople know they must prepare themselves for every potential deal-killer. Beating the Deal-Killers provides situation-specific advice for anticipating problems, handling them deftly, and returning everyone's attention to the matter at handcompleting the sale. More than just a valuable troubleshooting guide, however, this book by award-winning sales executive Stephen Giglio gives sales pros firsthand techniques they can put into action at their next sales meeting. Battleproven tips and pointers include: How to prepare for a relaxed yet take-charge sales call Techniques, actions, and phrases for motivating a prospect 10 effective ways to field objections
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Publisher:
ISBN: 9781633852907
Category :
Languages : en
Pages :
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Book Description
Author: Stephen Giglio
Publisher:
ISBN:
Category :
Languages : en
Pages :
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Book Description
Author: Jack Bludis
Publisher: Design Image Group
ISBN: 9781891946189
Category : Fiction
Languages : en
Pages : 258
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Book Description
Brian Kane, Hollywood P.I. is back in this exciting sequel to THE BIG SWITCH.A routine studio security job turns deadly when a star is ambushed, a mysterious kidnapping occurs, and suddenly Kane's swept up in a maze of Hollywood bigwigs' adulterous affairs, underground movies, and some vicious killers from the postwar Hungarian mob! A studio's fate hangs in the balance, an innocent's life is at stake, and Kane's only solution may be to rely on his high-priced call girl's ruse to bring the deal killer to justice.
Author: Nuno Fernandes
Publisher: Springer
ISBN: 3030122166
Category : Business & Economics
Languages : en
Pages : 102
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Book Description
In a business climate marked by escalating global competition and industry disruption, successful mergers and acquisitions are increasingly vital to the growth and profitability of many corporations. If history is any guide, 60 to 70 per cent of new mergers will fail – and will destroy shareholder value. To date, analyses of the M&A failure rate tend to focus on individual causes – e.g., culture clashes, valuation methods, or CEO overconfidence – rather than examining the problem holistically. The Value Killers is the first book based on a holistic analysis of successful and unsuccessful transactions. Based on research, interviews with top executives, and case studies, this book identifies the key causes of failures and successes and offers prescriptions to increase the odds that future transactions will deliver all the anticipated synergies. The Value Killers offers practical advice in the form of 5 Golden Rules. These rules will help managers and boards to ensure that target companies are properly valued; potential synergies and risks are identified in advance; checks and balances are installed to make sure that the pros and cons of the transaction are rationally and objectively evaluated; mechanisms are created that will trigger termination of bad deals; and obstacles to successful post-merger integrations are assessed (and solutions developed) before the deal closes. Each chapter includes questions for executives considering future M&As to allow them to see whether they are on the right track or not.
Author: Scott D. Anthony
Publisher: Harvard Business Press
ISBN: 1591398460
Category : Business & Economics
Languages : en
Pages : 322
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Book Description
More than a decade ago 'The Innovator's Dilemma' illustrated how disruptive innovations drive industry transformation and market creation. This volume extends Christensen's research, demonstrating further how growth-seeking incumbents must develop the capability to deflect disruptive attacks and seize disruptive opportunities.
Author: Jeffrey C. Hooke
Publisher: John Wiley & Sons
ISBN: 9780471144625
Category : Business & Economics
Languages : en
Pages : 360
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Book Description
Disney has done it. Chemical Bank has also. So, too, have thousands of other companies. In fact, it has become a staple of American business today: mergers and acquisitions. Spreading across all industry lines and encompassing corporations both large and small, merger and acquisition deals are booming. In 1995 alone, the value of all announced deals exceeded $300 billion, including Disney's $19 billion acquisition of Capital Cities and Chemical Bank's $10 billion merger with Chase Manhattan. As a dynamic means of fostering growth, more and more companies will be looking to "do the deal," making it essential for corporate managers and financial officers to know their way around the M&A process. In this authoritative new reference, Jeffrey Hooke-a specialist in the field who has participated in 70 corporate finance transactions-provides a practical, comprehensive, and well-rounded overview to the ins and outs of M&A deals. Using real-life examples, Hooke takes you step by step through the M&A process, outlining the fundamental principles that underlie deals and pinpointing the important strategies that play key roles in successful transactions. The first step is developing a disciplined acquisition plan that includes a researched assessment of management readiness and financial capability. With your finances in order, it's time to find the deal that matches your company's objectives. Hooke shows you how to initiate an acquisition search by starting your own program, screening candidates, and implementing direct contact; and when you're ready to price and close a deal, Hooke's proven valuation and negotiating strategies will have you on firm footing. An invaluable primer for corporate executives and investment professionals involved in the mergers and acquisitions process, M&A is the most complete guide available today. M&A gives you the A to Z on: * Key risks that face corporate acquirers-operating issues, the danger of overpayment, financial leverage concerns * Valuation tools-using the intrinsic value approach and applying the relative value method such as comparable P/E and EBIT ratios * Buyer categories-Window Shopper, Bottom Fisher, Strategic Buyer * Maximum deal size guidelines-affordability, management experience, corporate risk tolerance * The basics of negotiating and structuring-letter of intent (LOI), due diligence investigation, closing and postmerger integration * Selling a business-retaining a financial advisor, approaching the market, confirming a valuation range A savvy guide to mastering the art of M&A From an expert in the M&A field comes a one-of-a-kind book that takes business executives and investment professionals through the complete mergers and acquisitions process. "Jeffrey Hooke has done a fine job explaining the 'ins and outs' of a very complex business. He knows what he's talking about."-John C. Whitehead, former Co-Chairman, Goldman, Sachs & Co. "M&A takes the fear out of the decision-making process-a great pragmatic tool. Hooke has given us a fine 'how-to' manual."-Kenneth Tuchman, Managing Director, Lehman Brothers, Inc. "Hooke's basic outline of the dynamics involved provide a basic overview for both corporate executives and business students. His examples-real transactions coupled with the practicalities and legalities of the deal business-make for informative and enjoyable reading."-Gilbert W. Harrison, Chairman, Financo, Inc. "Jeffrey Hooke has written a first-class primer on the science and art of mergers and acquisitions. This book will be a standard for both students and practitioners in the field."-Glenn H. Hutchins, Senior Managing Director, The Blackstone Group
Author: Marc H. Morgenstern
Publisher: Simon and Schuster
ISBN: 195758808X
Category : Business & Economics
Languages : en
Pages : 282
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Book Description
The Soul of the Deal effortlessly teaches unconventional transactional strategies that are radically changing the approach of business buyers and sellers, investors, CEOs, and entrepreneurs. Their origin? Selling encyclopedias door-to-door, following the Grateful Dead for a lifetime, and closing 400+ successful deals. His music-fueled philosophy that people (not spreadsheets) are the epicenter of every business interaction took Marc from Silicon Valley to Shanghai as principal, advisor, or counsel, as well as to the Board of the Rock and Roll Hall of Fame. Tangible takeaways--captured as “Morgenstern’s Maxims” -- punctuate every chapter and are woven into vivid stories as much thriller as business book. This entertaining and accessible book addresses the unchanging human, emotional, and tactical aspects of negotiating; stressing humor, real-time spontaneity and flexibility, empathy, and engaged listening as pathways to expanded negotiating and operating success.
Author: Jim Raley
Publisher: Charisma Media
ISBN: 1621362892
Category : Religion
Languages : en
Pages : 203
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Book Description
DIV Through the story of the life of Joseph, you will discover how to embrace the voyage and learn to celebrate being a dreamer even when dream killers show up./div
Author: Janet Portman
Publisher: Nolo
ISBN: 1413331734
Category : Law
Languages : en
Pages : 626
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Book Description
Renters have many legal rights— learn yours and how to protect them! The only book of its kind, Every Tenant’s Legal Guide gives you the legal and practical information you need (plus dozens of sample letters and forms) to find a great rental and landlord. Learn your rights regarding pets, guests, deposits, and privacy, and find out how to: • notify your landlord about needed repairs and use rent withholding or repair-and-deduct if you have to • avoid disputes with roommates over rent, deposits, guests, and noise • fight illegal discrimination, retaliation, or sexual harassment • navigate state and local rent control laws • deal with hazards like lead paint, mold, and bed bugs • break a lease with minimum liability, and • get your security deposit returned on time. The 11th edition of Every Tenant’s Legal Guide includes charts detailing every state’s landlord-tenant laws. This edition also includes information on how to deal with large, impersonal corporate landlords and the competitive rental markets found in nearly every state.
