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Author: Randy Schwantz
Publisher:
ISBN: 9780872183971
Category : Sales management
Languages : en
Pages : 0
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Book Description
Author: Randy Schwantz
Publisher:
ISBN: 9780872183971
Category : Sales management
Languages : en
Pages : 0
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Book Description
Author: Tom Rieger
Publisher: Simon and Schuster
ISBN: 1595620540
Category : Business & Economics
Languages : en
Pages : 160
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Book Description
This book takes the reader through a journey of how fear of loss progressively creates barriers and bureaucracy that inevitably cause companies to fail -- and what leaders need to do to overcome these seemingly impenetrable walls. The greatest threat to an organization's success is not always the competition. Often, it is what a company does to itself. Because of fear, companies become plagued with barriers and bureaucracy that limit success, crush employees, and infuse frustration and a sense of futility across the enterprise. It starts with a narrowing of focus, which leads to the first level of bureaucracy: parochialism. Parochialism exists when managers and departments begin to view the world through the filter of their own little silo and build walls made of rules and policies to protect their turf. As businesses grow and become more complex, the second level of bureaucracy is reached: territorialism. While parochialism is about protecting a department from outsiders, territorialism is about controlling those inside the silo. The third and final level of bureaucracy is empire building, which is a response to perceived threats to a department's ability to be self-sufficient. These barriers cost organizations a fortune in inefficiency, turnover, waste, and demoralization. Tearing down these barriers is difficult, but it can be done. Parochialism can be eliminated by resetting rules and policies and refocusing on the ultimate mission of the organization. Territorialism can be eliminated by creating true empowerment, along with appropriate levels of accountability. Empire building can be addressed through shared goals and a set of guiding principles that help act as a referee in decision making. But that's not enough. Managers must also create a culture of courage to enable employees to take advantage of these new freedoms and accountabilities. Courage killers must be rooted out and dealt with swiftly and strongly. Finally, leaders must refocus on mission success rather than just checking off their part of the process, manage reference points, and engage employees. By doing all these things, an organization can become fearless and unstoppable.
Author: Jenny Randles
Publisher: Simon and Schuster
ISBN: 0743492595
Category : History
Languages : en
Pages : 288
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Book Description
The race to build the first time machine.
Author: Deepak D Prakash
Publisher: Partridge Publishing
ISBN: 1482820641
Category : Business & Economics
Languages : en
Pages : 41
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Book Description
This series of self-help articles is based on experiences of the author; it exposes the differences between a customer when he buys and when the customer is sold to. These articles are written so as to prepare the salesman who engages to sell by reaching out to his prospective customer and estsblish the beginning of a relationship between the salesman and the buyer, taking pride in who he sells to and the repute of what he sells-all in all a hero to everyone. Any salesperson engaged in selling products and services which require needs to be established and in selling new products which require the prospects to be found and the products to be demonstrated to sell will identiy with the articles and make the best out of to learn or to refresh themselves. This compilation also guides the salesperson to develop himslef in selling.
Author: Ian Altman
Publisher: IdeaPress Publishing
ISBN: 9781940858067
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
Are you tired of playing games with your customers? The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale? Does it sometimes seem like you and your client are working against each other? Same Side Selling gives practical steps to break through sales barriers and turn confrontation into cooperation. Sellers that implement the Same Side Selling approach will be seen as a valuable resource, not a predatory peddler. A Different Type of Book on Selling What makes Same Side Selling different from any other book on this topic is that it is co-authored by people on both sides: a salesman (Ian) and a procurement veteran who understands how companies buy (Jack). The buyer s perspective is baked into every sentence of the book, along with the seller s point of view. Our aim is to replace the adversarial trap with a cooperative, collaborative mindset. We also want to replace the old metaphor of selling as a game. The New Metaphor: Selling Is a Puzzle Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.
Author: Peter Ebner
Publisher:
ISBN: 9780973701111
Category :
Languages : en
Pages :
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Book Description
Author: Bill Highleyman
Publisher: AuthorHouse
ISBN: 1410792323
Category : Computer system failures
Languages : en
Pages : 398
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Book Description
As our daily lives and corporate well-being become more dependent upon computers, system reliability grows increasingly important. No longer are frequent system outages acceptable. In many cases, failure intervals must now be measured in centuries. Even current fault-tolerant computing systems will fail once every five or ten years. This book is the first in a three-part series on active/active systems. It describes techniques that can be used today for extending system failure times from years to centuries, often at little or no additional cost. The techniques described include splitting a large system into smaller, cooperating independent nodes. Copies of the application's database are distributed across the nodes. It is shown that these techniques significantly reduce the number of system failure modes and increase the level of sparing. As a result, the loss of a single node's capacity occurs far less frequently than the loss of all capacity when the equivalent monolithic system fails. Furthermore, the loss of more than one node's worth of capacity is almost never. Central to these techniques is the requirement that all database copies that are distributed across the network must be kept in synchronism. Several methods available today for maintaining synchronism are described. They include asynchronous data replication, synchronous data replication, and network transactions.
Author: Alan L. Shifflett
Publisher: CRC Press
ISBN: 9781574442885
Category : Business & Economics
Languages : en
Pages : 298
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Book Description
Get your students ready for today's global business environment. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Selling covers every step of the sales process, from target selection to strategic account management. Unlike the typically boring sales textbooks that your students barely open, this book is witty and entertaining. They will actually enjoy reading it and learn something new every time they use it. Your students will understand how to: Target the right sales prospects Manage databases Get the necessary facts Sell to the right buyer Develop winning sales strategies Write professional sales proposals Deliver dynamic sales presentations Close the sale · Turn small accounts into large ones The CD-ROM software provided with the text - a unique state-of-the-art feature - offers tools that explain how to manage existing accounts, obtain new major accounts, and maintain important details about each customer for account records and reporting to management. In addition to providing powerful learning tools, the CD-ROM includes templates for forms, correspondence, a 14-page sample proposal, study questions, assignments, and exercises. This easy-to-use software ties the information from the book to its actual use. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Barrier helps you prepare your students to use what they learn.
Author: David W. Levy
Publisher: University of Oklahoma Press
ISBN: 0806167858
Category : Social Science
Languages : en
Pages : 246
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Book Description
For nearly sixty years, the University of Oklahoma, in obedience to state law, denied admission to African Americans. Only in October 1948 did this racial barrier start to break down, when an elderly teacher named George McLaurin became the first African American to enroll at the university. McLaurin’s case, championed by the NAACP, drew national attention and culminated in a U.S. Supreme Court decision. In Breaking Down Barriers, distinguished historian David W. Levy chronicles the historically significant—and at times poignant—story of McLaurin’s two-year struggle to secure his rights. Through exhaustive research, Levy has uncovered as much as we can know about George McLaurin (1887–1968), a notably private person. A veteran educator, he was fully qualified for admission as a graduate student in the university’s School of Education. When the university denied his application, solely on the basis of race, McLaurin received immediate assistance from the NAACP and its lead attorney Thurgood Marshall, who brilliantly defended his case in state and federal courts. On his very first day of class, as Levy details, McLaurin had to sit in a special alcove, separate from the white students in the classroom. Photographs of McLaurin in this humiliating position set off a firestorm of national outrage. Dozens of other African American men and women followed McLaurin to the university, and Levy reviews the many bizarre contortions that university officials had to perform, often against their own inclinations, to accord with the state’s mandate to keep black and white students apart in classrooms, the library, cafeterias and dormitories, and the football stadium. Ultimately, in 1950, the U.S. Supreme Court, swayed by the arguments of Marshall and his co-counsel Robert Carter, ruled in McLaurin’s favor. The decision, as Levy explains, stopped short of toppling the decades-old doctrine of “separate but equal.” But the case led directly to the 1954 landmark decision in Brown v. Board of Education, which finally declared that flawed policy unconstitutional.
Author: Grant Cardone
Publisher: Greenleaf Book Group
ISBN: 1608322904
Category : Business & Economics
Languages : en
Pages : 281
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Book Description
Shows that knowing the principles of selling is a prerequisite for success of any kind, and explains how to put those principles to use. This title includes tools and techniques for mastering persuasion and closing the sale.
