Book Description
A revolutionary new system of sales communication that allows you to meet and match your customers' needs.
Author : William Nowell
Publisher :
Page : 284 pages
File Size : 16,99 MB
Release : 2006-08
Category :
ISBN : 9781412089968
A revolutionary new system of sales communication that allows you to meet and match your customers' needs.
Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 29,62 MB
Release : 2020-04-28
Category : Business & Economics
ISBN : 1000111482
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 :
Publisher :
Page : 798 pages
File Size : 38,94 MB
Release : 1908
Category : Display of merchandise
ISBN :
Author :
Publisher :
Page : 78 pages
File Size : 37,92 MB
Release : 1942
Category : Agriculture
ISBN :
Author : United States. Department of the Treasury
Publisher :
Page : 1286 pages
File Size : 22,47 MB
Release : 1937
Category : Customs administration
ISBN :
Vols. for 1904-1926 include also decisions of the United States Board of General Appraisers.
Author : United States. Congress. Senate. Committee on Finance
Publisher :
Page : 1696 pages
File Size : 41,37 MB
Release : 1932
Category : Finance
ISBN :
Author : India. Tariff Board
Publisher :
Page : 668 pages
File Size : 13,25 MB
Release : 1928
Category : Match industry
ISBN :
Author : C. Fred Hall, III
Publisher : John Wiley & Sons
Page : 192 pages
File Size : 32,73 MB
Release : 2021-04-12
Category : Business & Economics
ISBN : 1119793440
Demystifies regression-based valuation through simple explanations, easy-to-understand charts, and time-saving bonus resources Current methodologies using median, quartiles, or standard deviations to calculate revenue multipliers and cash flow multipliers often produce values that are wildly divergent. This forces the appraiser to choose between a very high or a very low value or consider averaging the values, opening the possibility for the appraiser to be challenged. On the surface, regression analysis appears to be the more complex, mathematical model, so many professionals shy away from using it out of fear that readers will be confused and reject the results of the appraisal. Valuing Businesses Using Regression Analysis solves this issue by breaking down regression to its simplest terms and providing easy-to-read charts and explanations that can be understood by all. Since regression analysis does not come pre-installed in Excel, this book will show you how to enable Excel's regression in your computer. Then you'll learn four different Regression tools that can be used for business valuations or for forecasting in general. As an added perk, this book also comes with a template that simplifies the entire regression methodology into the click of one button. With a minimal amount of work, you can use this template to produce a compelling four-page valuation report. See why current valuation methodologies can be wildly inaccurate and why regression analysis is a practical and preferable alternative Learn how to set up Regression in Excel and use single-variable linear regression to predict revenue and cash flow multipliers Walk through the process for conducting more advanced analyses, including curved regression with outliers and multiple variable regression Use the bonus template to create attractive four-page valuation reports using regression analysis in Excel This book is an excellent choice for valuators and other financial professionals ready to take the leap into regression analysis for more accurate, more objective business valuations.
Author :
Publisher :
Page : 994 pages
File Size : 13,21 MB
Release : 1904
Category :
ISBN :
Author : United States. Court of International Trade
Publisher :
Page : 1998 pages
File Size : 28,88 MB
Release : 2003
Category : Customs administration
ISBN :