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Author: Grant Leboff
Publisher: John Wiley & Sons
ISBN: 190731220X
Category : Business & Economics
Languages : en
Pages : 206
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Book Description
If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count. Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results? Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works. Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’ At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow. PRAISE FOR SALES THERAPY ‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy
Author: Grant Leboff
Publisher: John Wiley & Sons
ISBN: 190731220X
Category : Business & Economics
Languages : en
Pages : 206
Get Book
Book Description
If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count. Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results? Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works. Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’ At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow. PRAISE FOR SALES THERAPY ‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy
Author: Terry Kottman
Publisher: Jason Aronson, Incorporated
ISBN: 1461629985
Category : Psychology
Languages : en
Pages : 639
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Book Description
"Play Therapy in Action is a wonderful resource for the person new to play therapy or for a person wishing to review. It contains a wealth of information in presenting succinct perspectives on various theories of play therapy. These theories then transfer from the abstract into the functional realm of practice so that the reader can move from the cognitive understanding to the experimental. Practitioners will recognize some of their own experiences in the cases presented and be exposed to nee possibilities for treatment. It is rare to find a single volume where such an abundance of information is presented so concisely." –Carol C. Norton and Byron E. NortonA Jason Aronson Book
Author: Russell L. Parr
Publisher: John Wiley & Sons
ISBN: 1119538203
Category : Business & Economics
Languages : en
Pages : 160
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Book Description
Update yourself on the latest developments in intellectual property regulation and practices As the 2019 supplement to the Fifth Edition of Intellectual Property, Valuation, Exploitation, and Infringement Damages, this handbook covers changes made to laws and industry practices within the last year since the current edition's release. Like its parent volume, it is designed to simplify the process of attaching a dollar amount to intangible assets, be it for licensing, mergers and acquisitions, loan collateral, or investment purposes. The author explains commonly used strategies for determining the value of intellectual property, as well as methods used to set royalty rates based on investment rates of returns. The text also examines the business economics of strategies involving intellectual property licensing and joint ventures, providing practical tools for evaluating the investment aspects of such arrangements and discussing the legal, tax, and accounting practices and procedures related to them. In addition, analytical models are provided that can be used to determine reasonable royalty rates for licensing and for determining fair equity splits in joint venture arrangements. The author gives these models practical applications, critiquing commonly used royalty rate derivation techniques and presenting real world examples of exploitation strategies being used by major corporations. Understand the theory behind intellectual property law and industry practices Learn from practical real-world case studies Ensure compliance with any relevant regulations Get ahead of the competition by subscribing and being among the first to receive the supplement Written by the President of Intellectual Property Research Associates, this supplement is an excellent expansion of the foundation laid in Intellectual Property, Valuation, Exploitation, and Infringement Damages. It will prove a valuable investment for any professional whose field deals with intellectual property, its law, and its administration.
Author: Suzanne Wells
Publisher: Routledge
ISBN: 1317827031
Category : Psychology
Languages : en
Pages : 228
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Book Description
Horticultural Therapy and the Older Adult Population is the guidebook you’ve been waiting for since the American Horticultural Therapy Association’s (AHTA) 1981 publication. With an updated collection of chapters in the area of horticultural therapy and older adults--ranging from a review of relevant literature to descriptions of existing horticultural therapy programs--this book will stimulate networking and information sharing among horticultural therapists and other professionals working with older adults, spur new ideas, and foster continuing research in the field. The book’s importance is recognized internationally, and it is soon to be published in Japanese. In Horticultural Therapy and the Older Adult Population, you will find chapters on garden designs to enhance the horticultural therapy experience, descriptions of existing horticultural therapy programs for older adults, and new research to evaluate the effectiveness of horticultural therapy with this population. Whether you’re an established horticultural therapist, a nursing home administrator, or a gerontology educator, this book will help you design gardens, set up and evaluate programs, and develop curriculum. Horticultural Therapy and the Older Adult Population also includes the results of a survey sent to all registered members of AHTA who work with the older adult population. The survey responses provide information about the institutions and the population served, programming activities, program staffing, program evaluation, and funding. Another beneficial feature of the book is a resource-packed bibliography. Prepared as a service to horticultural therapists and others working with older adults, it covers the most relevant publications--giving you more places to find inspiration and ideas for improving care to the elderly through horticultural therapy.
Author: Mark Pilkington
Publisher: Bloomsbury Publishing
ISBN: 1472965132
Category : Business & Economics
Languages : en
Pages : 336
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Book Description
Almost weekly, the news is full of stories about disappearing retail chains. From House of Fraser and BHS to Toys'R'Us and Sears, recognised names are vanishing overnight – as such large organizations disappear, so the malls, shopping centres, high streets and main streets become emptier and less appealing to visit. The retail sector is hugely important in terms of job numbers: in the US, it employs around 30 million people (directly and indirectly); in the UK, around 10 million. As such, anything that jeopardises the retail sector will have a deep and lasting impact on millions of lives, as well as on public policy. While many blame the 'Amazon effect', this is an oversimplification. Deeper forces are at work that are changing people's relationships with brands, the balance of power between producers and consumers, and the whole nature of the supply chain that has existed since the industrial revolution. Retail Therapy offers a comprehensive analysis of these forces and their impact on the world of retailing. More importantly, it presents a cogent analysis of the longer term trends that are shaping retailing, and outlines a clear road map for sustainable success in the future.
Author: A. Zoltners
Publisher: Springer
ISBN: 0230514928
Category : Business & Economics
Languages : en
Pages : 401
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Book Description
This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Author: Terry Kottman
Publisher: Guilford Publications
ISBN: 1462536115
Category : Medical
Languages : en
Pages : 415
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Book Description
Covering the process of therapy from beginning to end, this engaging text helps students and practitioners use play confidently and effectively with children, adolescents, and adults struggling with emotional or behavioral problems or life challenges. With an accessible theory-to-practice focus, the book explains the basics of different play therapy approaches and invites readers to reflect on and develop their own clinical style. It is filled with rich case material and specific examples of play techniques and strategies. The expert authors provide steps for building strong relationships with clients; exploring their clinical issues and underlying dynamics; developing and working toward clear treatment goals; and collaborating with parents and teachers. A chapter on common challenges offers insightful guidance for navigating difficult situations in the playroom.
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Languages : en
Pages : 206
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Book Description
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Category : Open-air treatment
Languages : en
Pages : 460
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Category :
Languages : en
Pages : 302
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