Manual del vendedor profesional PDF Download
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Author: Leslie J. Ades
Publisher:
ISBN: 9788423405596
Category : Selling
Languages : es
Pages : 315
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Book Description
Author: Leslie J. Ades
Publisher:
ISBN: 9788423405596
Category : Selling
Languages : es
Pages : 315
Get Book Here
Book Description
Author: Anthony Iannarino
Publisher: National Geographic Books
ISBN: 0525537627
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.
Author: Andrew Skurka
Publisher: National Geographic Books
ISBN: 142621796X
Category : Sports & Recreation
Languages : en
Pages : 244
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Book Description
Whether you're a first-time backpacker, an occasional weekend warrior, or a seasoned long-distance trekker, this guide is a must for any backpacking, hiking, or camping trip. Supreme long-distance hiker Andrew Skurka—accomplished adventure athlete, speaker, guide, and writer—shares his knowledge in this essential guide to backpacking gear and skills. Skurka recounts what he's learned from more than 30,000 miles of long-distance hikes, including the Appalachian, Pacific Crest, and Continental Divide Trails, and the 4,700-mile Alaska-Yukon Expedition. A show-and-tell guide to clothing, footwear, backpacks, shelter and sleep systems, camp stoves, and more, as well as tips on foot care, campsite selection, and hiking efficiency, this single book contains all the knowledge you'll need to hit the trail. This second edition features 16 new pages (including food on the trail and other essentials), and updates all gear recommendations.
Author: Raymond Nutting
Publisher: McGraw Hill Professional
ISBN: 1260456757
Category : Computers
Languages : en
Pages : 481
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Book Description
This effective study guide provides 100% coverage of every topic on the GPEN GIAC Penetration Tester exam This effective self-study guide fully prepares you for the Global Information Assurance Certification’s challenging Penetration Tester exam, which validates advanced IT security skills. The book features exam-focused coverage of penetration testing methodologies, legal issues, and best practices. GPEN GIAC Certified Penetration Tester All-in-One Exam Guide contains useful tips and tricks, real-world examples, and case studies drawn from authors’ extensive experience. Beyond exam preparation, the book also serves as a valuable on-the-job reference. Covers every topic on the exam, including: Pre-engagement and planning activities Reconnaissance and open source intelligence gathering Scanning, enumerating targets, and identifying vulnerabilities Exploiting targets and privilege escalation Password attacks Post-exploitation activities, including data exfiltration and pivoting PowerShell for penetration testing Web application injection attacks Tools of the trade: Metasploit, proxies, and more Online content includes: 230 accurate practice exam questions Test engine containing full-length practice exams and customizable quizzes
Author: Ralph Denver
Publisher:
ISBN:
Category :
Languages : en
Pages : 256
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Book Description
Author: World Bank
Publisher: World Bank Publications
ISBN:
Category : Business & Economics
Languages : en
Pages : 468
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Book Description
This edition of the World Bank has been revised and expanded by the Terminology Unit in the Languages Services Division of the World Bank in collaboration with the English, Spanish, and French Translation Sections. The Glossary is intended to assist the Bank's translators and interpreters, other Bank staff using French and Spanish in their work, and free-lance translator's and interpreters employed by the Bank. For this reason, the Glossary contains not only financial and economic terminology and terms relating to the Bank's procedures and practices, but also terms that frequently occur in Bank documents, and others for which the Bank has a preferred equivalent. Although many of these terms, relating to such fields as agriculture, education, energy, housing, law, technology, and transportation, could be found in other sources, they have been assembled here for ease of reference. A list of acronyms occurring frequently in Bank texts (the terms to which they refer being found in the Glossary) and a list of international, regional, and national organizations will be found at the end of the Glossary.
Author: Zura Kakushadze
Publisher: Springer
ISBN: 3030027929
Category : Business & Economics
Languages : en
Pages : 480
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Book Description
The book provides detailed descriptions, including more than 550 mathematical formulas, for more than 150 trading strategies across a host of asset classes and trading styles. These include stocks, options, fixed income, futures, ETFs, indexes, commodities, foreign exchange, convertibles, structured assets, volatility, real estate, distressed assets, cash, cryptocurrencies, weather, energy, inflation, global macro, infrastructure, and tax arbitrage. Some strategies are based on machine learning algorithms such as artificial neural networks, Bayes, and k-nearest neighbors. The book also includes source code for illustrating out-of-sample backtesting, around 2,000 bibliographic references, and more than 900 glossary, acronym and math definitions. The presentation is intended to be descriptive and pedagogical and of particular interest to finance practitioners, traders, researchers, academics, and business school and finance program students.
Author: Benjamin Gordon
Publisher: Lippincott Williams & Wilkins
ISBN: 1975153189
Category : Medical
Languages : en
Pages : 906
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Book Description
An essential preparation book for the ACSM Certified Exercise Physiologist examination, ACSM’s Resources for the Exercise Physiologist, 3rd Edition, is an essential volume for certification candidates and practicing Exercise Physiologists looking to boost their exam confidence and achieve success in practice. This updated edition is fully aligned with the eleventh edition of ACSM’s Guidelines for Exercise Testing and Prescription and reflects the most current standards and practices in exercise physiology. Published by the American College of Sports Medicine, this practical resource is organized around the scope of ACSM-EP practice domains. A clear introduction to understanding exercise, physical activity, and pre-exercise screening opens the book, followed by thorough coverage of assessment and programming for healthy populations, assessment and programming for special populations, counseling and behavioral strategies for encouraging exercises, and legal, management and professional issues relevant to practice.
Author: Matthew Dixon
Publisher: Penguin
ISBN: 1101545895
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author: Brent Adamson
Publisher: Portfolio
ISBN: 1591848156
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
