Signal
Author :
Publisher :
Page : 872 pages
File Size : 49,11 MB
Release : 2009
Category : Armed Forces
ISBN :
Author :
Publisher :
Page : 872 pages
File Size : 49,11 MB
Release : 2009
Category : Armed Forces
ISBN :
Author : Matthew Dixon
Publisher : Penguin
Page : 242 pages
File Size : 41,72 MB
Release : 2011-11-10
Category : Business & Economics
ISBN : 1101545895
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 :
Page : 1096 pages
File Size : 28,95 MB
Release : 1965
Category : Sales management
ISBN :
Author : Timothy S. Hatten
Publisher : Houghton Mifflin
Page : 648 pages
File Size : 13,97 MB
Release : 2005-04
Category : Business & Economics
ISBN : 9780618640195
Hatten provides a balanced introduction to both entrepreneurship and small business management before turning his focus toward achieving and maintaining a sustainable competitive advantage as a small organization. Current issues including global opportunities, service, quality and technology are highlighted throughout the text, and the Third Edition features an increased emphasis on small business ownership by women and minority groups. Additional coverage is given to the new Small Business Administration size standards, creating a personalized business plan, and e-commerce. New! A full chapter is devoted to creating a business plan. Two complete plans written by undergraduate students appear in the text—one designed for a service business, the other for a retail establishment. Electronic Business Plan Templates are also available online. New! "What Would You Do" exercises provide realistic opportunities for students to think critically and realistically. New! "Profile in Entrepreneurship" boxes spotlight individuals who've created new products and businesses. New! Eduspace course management system. New! Coverage of small business ownership by women and minority groups has been increased throughout the text New! End of chapter questions ("Comprehension Checks") have been added to each chapter. Author created supplements including the Instructors Resource Manual, Test Bank and PowerPoint slides, ensure seamless integration of the text and teaching resources. A shorter length accommodates one semester courses without sacrificing important topics.
Author :
Publisher :
Page : 84 pages
File Size : 40,82 MB
Release : 2003-10-04
Category :
ISBN :
In its 114th year, Billboard remains the world's premier weekly music publication and a diverse digital, events, brand, content and data licensing platform. Billboard publishes the most trusted charts and offers unrivaled reporting about the latest music, video, gaming, media, digital and mobile entertainment issues and trends.
Author : Alison Green
Publisher : Ballantine Books
Page : 306 pages
File Size : 35,37 MB
Release : 2018-05-01
Category : Business & Economics
ISBN : 0399181822
From the creator of the popular website Ask a Manager and New York’s work-advice columnist comes a witty, practical guide to 200 difficult professional conversations—featuring all-new advice! There’s a reason Alison Green has been called “the Dear Abby of the work world.” Ten years as a workplace-advice columnist have taught her that people avoid awkward conversations in the office because they simply don’t know what to say. Thankfully, Green does—and in this incredibly helpful book, she tackles the tough discussions you may need to have during your career. You’ll learn what to say when • coworkers push their work on you—then take credit for it • you accidentally trash-talk someone in an email then hit “reply all” • you’re being micromanaged—or not being managed at all • you catch a colleague in a lie • your boss seems unhappy with your work • your cubemate’s loud speakerphone is making you homicidal • you got drunk at the holiday party Praise for Ask a Manager “A must-read for anyone who works . . . [Alison Green’s] advice boils down to the idea that you should be professional (even when others are not) and that communicating in a straightforward manner with candor and kindness will get you far, no matter where you work.”—Booklist (starred review) “The author’s friendly, warm, no-nonsense writing is a pleasure to read, and her advice can be widely applied to relationships in all areas of readers’ lives. Ideal for anyone new to the job market or new to management, or anyone hoping to improve their work experience.”—Library Journal (starred review) “I am a huge fan of Alison Green’s Ask a Manager column. This book is even better. It teaches us how to deal with many of the most vexing big and little problems in our workplaces—and to do so with grace, confidence, and a sense of humor.”—Robert Sutton, Stanford professor and author of The No Asshole Rule and The Asshole Survival Guide “Ask a Manager is the ultimate playbook for navigating the traditional workforce in a diplomatic but firm way.”—Erin Lowry, author of Broke Millennial: Stop Scraping By and Get Your Financial Life Together
Author : Carole Moussalli
Publisher : Vault Inc.
Page : 201 pages
File Size : 43,6 MB
Release : 2006-04
Category : Career education
ISBN : 1581313861
Get the inside scoop on pharmaceutical sales careers with this new Vault Guide. Overview of the industry; functions in pharmaceutical sales: field sales, sales management, training and development, instructional design/content development, project management; jobs and career paths; getting hired - education, interview preparation, and more.
Author :
Publisher :
Page : 96 pages
File Size : 11,84 MB
Release : 1990-12-17
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ISBN :
For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.
Author : Lindsey Pointer
Publisher : Simon and Schuster
Page : 39 pages
File Size : 45,17 MB
Release : 2022-06-07
Category : Juvenile Fiction
ISBN : 168099834X
A heartwarming picture book that teaches empathy and inclusion. Everyone knows Wally is a bully. He steals lunch every day from Bella Jo the bear, calls Oliver the owl mean names, and never shares the crayons. So when the other animals decide to write a story together and the notebook disappears, there is little doubt that Wally has taken it. But what the animals don't know is why Wally acts the way he does. As they unravel the mystery of the missing notebook, they also begin to understand Wally, which leads to a surprising and joyous discovery. This sweet story teaches children empathy and the amazing power of kindness and inclusion. The first in a new series on restorative justice practices for kids, this book is sure to delight children and grownups alike.
Author :
Publisher :
Page : 1136 pages
File Size : 31,65 MB
Release : 1979
Category : American newspapers
ISBN :