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Author: Jon Elster
Publisher: Cambridge University Press
ISBN: 9780521548540
Category : History
Languages : en
Pages : 316
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Book Description
An analysis of transitional justice - retribution and reparation after a change of political regime - from Athens in the fifth century BC to the present. Part I, 'The Universe of Transitional Justice', describes more than thirty transitions, some of them in considerable detail, others more succinctly. Part II, 'The Analytics of Transitional Justice', proposes a framework for explaining the variations among the cases - why after some transitions wrongdoers from the previous regime are punished severely and in other cases mildly or not at all, and victims sometimes compensated generously and sometimes poorly or not at all. After surveying a broad range of justifications and excuses for wrongdoings and criteria for selecting and indemnifying victims, the 2004 book concludes with a discussion of three general explanatory factors: economic and political constraints, the retributive emotions, and the play of party politics.
Author: Jeffrey Gitomer
Publisher: John Wiley & Sons
ISBN: 1118986520
Category : Business & Economics
Languages : en
Pages : 88
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Book Description
A leading authority on sales and customer service reveals how to close the deal on your terms. This powerful book shows you new perspectives on closing that builds relationships, creates partnerships, and allows you to win your price on your terms. The Very Little But Very Powerful Book on Closing is a great tool to help you ask effective closing questions, create urgency, and find your winning formula. With this book as your guide, you’ll master closing the sale in just five steps. • Packed with insights grounded in real world experience from the bestselling author of The Sales Bible and The Little Book of Leadership • Contains essential advice from the leading authority in sales and customer service • Teaches you how to ask the right questions to close the sale
Author: Anthony Iannarino
Publisher: Penguin
ISBN: 0735211701
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Author: Daniel Petrocelli
Publisher: Graymalkin Media
ISBN: 1631680773
Category : Biography & Autobiography
Languages : en
Pages : 681
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Book Description
After the white Bronco, after the bloody glove, after the media frenzy and the verdict that set O.J. Simpson free, Daniel Petrocelli came to pick up the pieces. Outraged by the disastrous miscarriage of justice, the family of murder victim Ronald Goldman sought justice in civil court—their last chance to go after Simpson. To represent them, they hired Petrocelli, a respected attorney who had never before tried a criminal case. In order to win the case, Petrocelli would have to prove that O.J. Simpson was a killer. The physical evidence connecting Simpson to the murders was rock solid, but in the criminal trial, evidence was not enough. To bring the families justice, Petrocelli would have to do something that the District Attorney had not been able to do: confront O.J. Simpson face-to-face. Called “the best book on the subject” by the San Francisco Chronicle, Triumph of Justice is the definitive account of the Simpson murders and their aftermath. In the long, twisted history of the trial of the century, Daniel Petrocelli has the final word.
Author: Grant Cardone
Publisher: Grant Cardone
ISBN: 0615558879
Category : Business & Economics
Languages : en
Pages : 392
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Book Description
The Closer’s Survival Guide is perfect for sales people, negotiators, deal makers and mediators but also critically important for dreamers, investors, inventors, buyers, brokers, entrepreneurs, bankers, CEO’s, politicians and anyone who wants to close others on the way they think and get what they want in life. Show me any highly successful person, and I will show you someone who has big dreams and who knows how to close! The end game is the close.
Author: Erez Cohen
Publisher: John Wiley & Sons
ISBN: 1119550041
Category : Business & Economics
Languages : en
Pages : 309
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Book Description
In Real Estate Titans, Erez Cohen shares the advice and learnings of the world's leading real estate experts to create a guide for becoming a savvier real estate player. Cohen draws on his experience as a research and teacher’s assistant at Wharton Business School with an investment expert—and his mentor—Dr. Peter Linneman. Throughout his career, Cohen has collected first-hand knowledge from meetings with such real estate titans as Ronald Terwilliger, Sam Zell, Joseph Sitt, and numerous others. Cohen wanted to understand how these real estate giants became so successful, so he refined his quest into three critical questions: What inspires these titans to work so hard and reach such extraordinary levels of success? What are the main elements and traits inside of them that propel them to be so grandiose? How have these individuals, who had less resources, succeeded on a much bigger scale than so many of their competitors? Real Estate Titans contains the 7 key lessons distilled from interviews with several of the world’s greatest real estate investors. These critical lessons offer insight into the mindset, tactics, and habits that each of the interviewed titans possess. Once you implement these key ideas—which you won’t find anywhere else—into your business, it will grow exponentially within a matter of months. Real Estate Titans offers an insider’s view into several of the most successful investors on the planet. The book’s compelling stories and lessons show why real estate is such a wonderful and important business, and it also offers a roadmap for becoming a world class real estate player.
Author: Steven M. Bragg
Publisher: Accountingtools, Incorporated
ISBN: 9781642210736
Category : Business & Economics
Languages : en
Pages : 274
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Book Description
Closing the books is one of the key functions of the accounting department. Closing the Books reveals how to do so promptly and accurately, so that financial statements can be issued shortly after the end of the reporting period. The book discusses the entire process of how information is summarized into the financial statements, as well as the many reporting formats that are available. It covers the full range of closing steps, and shows how to fine-tune the closing process to achieve a shorter close. In addition, the book addresses the controls and record keeping needed for the closing process.
Author: Sean O'Shea
Publisher:
ISBN: 9780692987285
Category :
Languages : en
Pages :
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Book Description
Author: Gerhard Gschwandtner
Publisher:
ISBN: 9781600375057
Category : Selling
Languages : en
Pages : 0
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Book Description
The Sales Closing Book contains more than 270 tested sales closes that have been proven and tested by the top sales achievers in the U.S. and overseas. In many cases, these closes have been responsible for securing orders in excess of $1 million. Here is just a brief sample of what you can expect to find in The Sales Closing Book: * 15 objection closes that work every time * 41 tested price closes to close price buyers with confidence * 6 superb story closes that apply to any selling situation * 25 powerful negotiation closes * 165 additional ways to close the sale and help you make more money But that's not all. The Sales Closing Book also includes what you need to know about the timing of your close, plus a complete guide to using the most powerful closing words and a special section on how to develop the winning attitudes of a master sales closer.
Author: Sean O'Shea
Publisher:
ISBN: 9781736066317
Category :
Languages : en
Pages :
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Book Description
Author: Jerome J. McGann
Publisher: University of Virginia Press
ISBN: 9780813912189
Category : History
Languages : en
Pages : 248
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Book Description
In Victorian Connections, each contributor was asked to write about anything in the Victorian period, with only one proviso: that the essay seek to draw connections with other disciplines, fields, periods, methodologies or authors. The compliment the essays pay to each other - the way they complement each other - lies in their diversity. Another feature of the book is the way it grounds its work in a particular historical and institutional context. That context is then illustrated in the succeeding essays. These essays, at once theoretically literate and historically rigorous, define the shape that Victorian studies will be taking in the immediate future.
