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Author: William Nowell
Publisher:
ISBN: 9781412089968
Category :
Languages : en
Pages : 284
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Book Description
A revolutionary new system of sales communication that allows you to meet and match your customers' needs.
Author: William Nowell
Publisher:
ISBN: 9781412089968
Category :
Languages : en
Pages : 284
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Book Description
A revolutionary new system of sales communication that allows you to meet and match your customers' needs.
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: United States. Department of the Treasury
Publisher:
ISBN:
Category : Customs administration
Languages : en
Pages : 1922
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Book Description
1890-1926 include also Decisions of the Board of U.S. General Appraisers no. 1-9135.
Author: United States. Department of the Treasury
Publisher:
ISBN:
Category : Customs administration
Languages : en
Pages : 1286
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Book Description
Vols. for 1904-1926 include also decisions of the United States Board of General Appraisers.
Author: United States. Dept. of the Treasury
Publisher:
ISBN:
Category :
Languages : en
Pages : 1924
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Book Description
Author: David Hoffeld
Publisher: Penguin
ISBN: 0143129333
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Author: United States. Department of the Treasury
Publisher:
ISBN:
Category : Finance, Public
Languages : en
Pages : 1924
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Book Description
Author:
Publisher:
ISBN:
Category : Agricultural extension work
Languages : en
Pages : 1094
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Book Description
Author: C. Fred Hall, III
Publisher: John Wiley & Sons
ISBN: 1119793440
Category : Business & Economics
Languages : en
Pages : 195
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Book Description
Demystifies regression-based valuation through simple explanations, easy-to-understand charts, and time-saving bonus resources Current methodologies using median, quartiles, or standard deviations to calculate revenue multipliers and cash flow multipliers often produce values that are wildly divergent. This forces the appraiser to choose between a very high or a very low value or consider averaging the values, opening the possibility for the appraiser to be challenged. On the surface, regression analysis appears to be the more complex, mathematical model, so many professionals shy away from using it out of fear that readers will be confused and reject the results of the appraisal. Valuing Businesses Using Regression Analysis solves this issue by breaking down regression to its simplest terms and providing easy-to-read charts and explanations that can be understood by all. Since regression analysis does not come pre-installed in Excel, this book will show you how to enable Excel's regression in your computer. Then you'll learn four different Regression tools that can be used for business valuations or for forecasting in general. As an added perk, this book also comes with a template that simplifies the entire regression methodology into the click of one button. With a minimal amount of work, you can use this template to produce a compelling four-page valuation report. See why current valuation methodologies can be wildly inaccurate and why regression analysis is a practical and preferable alternative Learn how to set up Regression in Excel and use single-variable linear regression to predict revenue and cash flow multipliers Walk through the process for conducting more advanced analyses, including curved regression with outliers and multiple variable regression Use the bonus template to create attractive four-page valuation reports using regression analysis in Excel This book is an excellent choice for valuators and other financial professionals ready to take the leap into regression analysis for more accurate, more objective business valuations.
Author: University of Idaho. School of Forestry
Publisher:
ISBN:
Category : Forests and forestry
Languages : en
Pages : 380
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Book Description
