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Author: Pascal Py
Publisher: Grupo Planeta (GBS)
ISBN: 9788480888820
Category : Business & Economics
Languages : es
Pages : 186
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Book Description
Conceptos, Métodos, Herramientas, Fórmulas, Trucos, Ejemplos ¡Consiga que sus clientes también trabajen! Los clientes de cadenas de comida rápida echan ellos mismos la comida de la bandeja a la basura. Los de los supermercados cogen sus carritos y se pesan las verduras. En las gasolineras, los conductores se sirven ya la gasolina. ¿Y sus clientes? ¿Qué esfuerzos podrían realizar ellos por su empresa y por usted? Más allá de la simple educación, algunos proveedores han conseguido imponer una verdadera revolución en la cultura y la conducta de su clientela, haciendo que ésta realice considerables esfuerzos. Para ello, los comerciantes deben convertirse en dirigentes. ¿Cómo? Pascal Py, especializado en CRM (Customer Relationship Management), desarrolla este arte en el libro que está basado en sus seminarios de Gestión y de Gestión de clientes.
Author: Pascal Py
Publisher: Grupo Planeta (GBS)
ISBN: 9788480888820
Category : Business & Economics
Languages : es
Pages : 186
Get Book Here
Book Description
Conceptos, Métodos, Herramientas, Fórmulas, Trucos, Ejemplos ¡Consiga que sus clientes también trabajen! Los clientes de cadenas de comida rápida echan ellos mismos la comida de la bandeja a la basura. Los de los supermercados cogen sus carritos y se pesan las verduras. En las gasolineras, los conductores se sirven ya la gasolina. ¿Y sus clientes? ¿Qué esfuerzos podrían realizar ellos por su empresa y por usted? Más allá de la simple educación, algunos proveedores han conseguido imponer una verdadera revolución en la cultura y la conducta de su clientela, haciendo que ésta realice considerables esfuerzos. Para ello, los comerciantes deben convertirse en dirigentes. ¿Cómo? Pascal Py, especializado en CRM (Customer Relationship Management), desarrolla este arte en el libro que está basado en sus seminarios de Gestión y de Gestión de clientes.
Author: Eliyahu M. Goldratt
Publisher: Routledge
ISBN: 1351982117
Category : Business & Economics
Languages : en
Pages : 471
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Book Description
Alex Rogo is a harried plant manager working ever more desperately to try and improve performance. His factory is rapidly heading for disaster. So is his marriage. He has ninety days to save his plant - or it will be closed by corporate HQ, with hundreds of job losses. It takes a chance meeting with a colleague from student days - Jonah - to help him break out of conventional ways of thinking to see what needs to be done. Described by Fortune as a 'guru to industry' and by Businessweek as a 'genius', Eliyahu M. Goldratt was an internationally recognized leader in the development of new business management concepts and systems. This 20th anniversary edition includes a series of detailed case study interviews by David Whitford, Editor at Large, Fortune Small Business, which explore how organizations around the world have been transformed by Eli Goldratt's ideas. The story of Alex's fight to save his plant contains a serious message for all managers in industry and explains the ideas which underline the Theory of Constraints (TOC) developed by Eli Goldratt. Written in a fast-paced thriller style, The Goal is the gripping novel which is transforming management thinking throughout the Western world. It is a book to recommend to your friends in industry - even to your bosses - but not to your competitors!
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: 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:
Publisher:
ISBN: 9788792020000
Category : BioGeomancer (Computer file)
Languages : en
Pages : 80
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Book Description
Author: Mack HANAN
Publisher: AMACOM
ISBN: 0814416187
Category : Business & Economics
Languages : en
Pages : 287
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Book Description
When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers’ cash flows to win proposals; use consultative selling strategies on the web; and cope with--and reverse--the inevitable “no.” For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.
Author: IWA Task Group for Mathematical Modelling of Anaerobic Digestion Processes
Publisher: IWA Publishing
ISBN: 1900222787
Category : Science
Languages : en
Pages : 61
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Book Description
The IWA Task Group for Mathematical Modelling of Anaerobic Digestion Processes was created with the aim to produce a generic model and common platform for dynamic simulations of a variety of anaerobic processes. This book presents the outcome of this undertaking and is the result of four years collaborative work by a number of international experts from various fields of anaerobic process technology. The purpose of this approach is to provide a unified basis for anaerobic digestion modelling. It is hoped this will promote increased application of modelling and simulation as a tool for research, design, operation and optimisation of anaerobic processes worldwide. This model was developed on the basis of the extensive but often disparate work in modelling and simulation of anaerobic digestion systems over the last twenty years. In developing ADM1, the Task Group have tried to establish common nomenclature, units and model structure, consistent with existing anaerobic modelling literature and the popular activated sludge models (See Activated Sludge Models ASM1, ASM2, ASM2d and ASM3, IWA Publishing, 2000, ISBN: 1900222248). As such, it is intended to promote widespread application of simulation from domestic (wastewater and sludge) treatment systems to specialised industrial applications. Outputs from the model include common process variables such gas flow and composition, pH, separate organic acids, and ammonium. The structure has been devised to encourage specific extensions or modifications where required, but still maintain a common platform. During development the model has been successfully tested on a range of systems from full-scale waste sludge digestion to laboratory-scale thermophilic high-rate UASB reactors. The model structure is presented in a readily applicable matrix format for implementation in many available differential equation solvers. It is expected that the model will be available as part of commercial wastewater simulation packages. ADM1 will be a valuable information source for practising engineers working in water treatment (both domestic and industrial) as well as academic researchers and students in Environmental Engineering and Science, Civil and Sanitary Engineering, Biotechnology, and Chemical and Process Engineering departments. Contents Introduction Nomenclature, State Variables and Expressions Biochemical Processes Physicochemical Processes Model Implementation in a Single Stage CSTR Suggested Biochemical Parameter Values, Sensitivity and Estimation Conclusions References Appendix A: Review of Parameters Appendix B: Supplementary Matrix Information Appendix C: Integration with the ASM Appendix D: Estimating Stoichiometric Coefficients for Fermentation Scientific & Technical Report No.13
Author: J.R. Illingworth
Publisher: CRC Press
ISBN: 1482272202
Category : Architecture
Languages : en
Pages : 444
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Book Description
This new edition of John Illingworth's popular book provides a thorough introduction to the selection of construction methods, their planning and organization on site. Thoroughly revised and updated, Construction Methods and Planning takes a practical, down-to-earth approach and features numerous examples and illustrations taken from real situations and sites. In Part One, the main factors which determine the planning of construction methods - site inspections, the site itself, temporary works, design, cost concepts and selection of plant and methods - are discussed. In Part Two, the application of these tools is presented, covering foundations and basements, in situ and precast concrete structures, steel frames, cladding, internal and external works, waste, methods statements, contract planning control and claims. The author provides an extension of the concept of 'buildability' and new chapters on facade retention and the refurbishment of domestic accommodation.
Author:
Publisher: Microsoft Press
ISBN:
Category : Active server pages
Languages : en
Pages : 964
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Book Description
Gain a solid foundation for designing, building, and configuring security-enhanced, hack-resistant Microsoft® ASP.NET Web applications. This expert guide describes a systematic, task-based approach to security that can be applied to both new and existing applications. It addresses security considerations at the network, host, and application layers for each physical tier—Web server, remote application server, and database server—detailing the security configurations and countermeasures that can help mitigate risks. The information is organized into sections that correspond to both the product life cycle and the roles involved, making it easy for architects, designers, and developers to find the answers they need. All PATTERNS & PRACTICES guides are reviewed and approved by Microsoft engineering teams, consultants, partners, and customers—delivering accurate, real-world information that’s been technically validated and tested.
Author: Erik Brynjolfsson
Publisher: MIT Press
ISBN: 0262518619
Category : Business & Economics
Languages : en
Pages : 175
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Book Description
Two experts on the information economy explore the true economic value of technology and innovation. A wave of business innovation is driving the productivity resurgence in the U.S. economy. In Wired for Innovation, Erik Brynjolfsson and Adam Saunders describe how information technology directly or indirectly created this productivity explosion, reversing decades of slow growth. They argue that the companies with the highest level of returns to their technology investment are doing more than just buying technology; they are inventing new forms of organizational capital to become digital organizations. These innovations include a cluster of organizational and business-process changes, including broader sharing of information, decentralized decision-making, linking pay and promotions to performance, pruning of non-core products and processes, and greater investments in training and education. Innovation continues through booms and busts. This book provides an essential guide for policy makers and economists who need to understand how information technology is transforming the economy and how it will create value in the coming decade.
