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Author: Joseph D. Patton
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 432
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Book Description
An updated version of the authors' which explains the organizational goals of those involved in field servicing such durable products as cars, medical instruments, electrical power, telecommunications, farm equipment, and industrial plants. Written by a management consultant and a specialist in quantitative aspects of business at Pepperdine U., topics include service forecasting, personnel and motivation, maintenance technology, inventory management, service training, physical distribution, information systems, marketing, quality control, and accounting. Annotation c. Book News, Inc., Portland, OR (booknews.com)
Author: Joseph D. Patton
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 432
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Book Description
An updated version of the authors' which explains the organizational goals of those involved in field servicing such durable products as cars, medical instruments, electrical power, telecommunications, farm equipment, and industrial plants. Written by a management consultant and a specialist in quantitative aspects of business at Pepperdine U., topics include service forecasting, personnel and motivation, maintenance technology, inventory management, service training, physical distribution, information systems, marketing, quality control, and accounting. Annotation c. Book News, Inc., Portland, OR (booknews.com)
Author: Theodore Levitt
Publisher:
ISBN:
Category : Consumers
Languages : en
Pages : 7
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Book Description
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.
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: Jim Fitts
Publisher: Lioncrest Publishing
ISBN: 9781544502144
Category :
Languages : en
Pages : 182
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Book Description
Every good business owner has an operational plan-but only 17% create a fully articulated transition strategy. Even then, the focus is usually on monetary and legal concerns, ignoring the important emotional and lifestyle effects of the change. To take on your transition happily, successfully, and securely, you need a holistic plan that incorporates personal, family, and financial concerns. In Your Next Adventure, the team from Harvest Capital shows you how to craft a robust transition strategy that considers your business, personal, familial, and community needs. From pre-sale to post-sale, Rowe, Fitts, and Weeks will help you plan ahead, assemble the right professional advisors, and incorporate your values, legacy, and loved ones into every choice you make. It's never too early to start thinking about your next venture. Your Next Adventure will prepare you for a future filled with potential, purpose, and satisfaction for youand those you care about.
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:
Publisher:
ISBN:
Category : Income tax
Languages : en
Pages : 448
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Book Description
Author: Elena Filipovic
Publisher: MIT Press
ISBN: 184638186X
Category : Art
Languages : en
Pages : 161
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Book Description
Drawing on unpublished documents and oral histories, an illustrated examination of an iconic artwork of an artist who has made a lifework of tactical evasion. One wintry day in 1983, alongside other street sellers in the East Village, David Hammons peddled snowballs of various sizes. He had neatly laid them out in graduated rows and spent the day acting as obliging salesman. He called the evanescent and unannounced street action Bliz-aard Ball Sale, thus inscribing it into a body of work that, from the late 1960s to the present, has used a lexicon of ephemeral actions and self-consciously “black" materials to comment on the nature of the artwork, the art world, and race in America. And although Bliz-aard Ball Sale has been frequently cited and is increasingly influential, it has long been known only through a mix of eyewitness rumors and a handful of photographs. Its details were as elusive as the artist himself; even its exact date was unrecorded. Like so much of the artist's work, it was conceived, it seems, to slip between our fingers—to trouble the grasp of the market, as much as of history and knowability. In this engaging study, Elena Filipovic collects a vast oral history of the ephemeral action, uncovering rare images and documents, and giving us singular insight into an artist who made an art of making himself difficult to find. And through it, she reveals Bliz-aard Ball Sale to be the backbone of a radical artistic oeuvre that transforms such notions as “art,” “commodity,” “performance,” and even “race” into categories that shift and dissolve, much like slowly melting snowballs.
Author: United States. Congress. House. Committee on Veterans' Affairs
Publisher:
ISBN:
Category :
Languages : en
Pages : 956
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Book Description
Author: United States
Publisher:
ISBN:
Category : Law
Languages : en
Pages : 1288
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Book Description
