Download or read book Action Research for Professional Selling written by Peter McDonnell and published by Routledge. This book was released on 2016-03-23 with total page 217 pages. Available in PDF, EPUB and Kindle. Book excerpt: Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.
Download or read book Action Research for Professional Selling written by Peter McDonnell and published by Routledge. This book was released on 2016-03-23 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.
Download or read book Action Selling written by Duane Sparks and published by . This book was released on 2003 with total page 92 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book You and Your Action Research Project written by Jean McNiff and published by Routledge. This book was released on 2004-06-01 with total page 214 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book gives practical guidance on doing an action research project. Written for practitioners across professions who are studying on award-bearing courses, this book is packed full of useful advice and takes the reader through the various stages of a project, including: Starting your action research project Monitoring and documenting the action Techniques for dealing with the data Making claims to knowledge and validating them Making your research public: creating your living theory. The book's practical approach will appeal to practitioners and will encourage them to try out new strategies for improving their work. It will also be essential reading for those resource managers in schools, colleges and higher education institutions who are responsible for providing courses and support. This second edition of a best-selling book, has been thoroughly updated and improved by a number of features, being more accessible, dealing with current debates in literature and demonstrating the power of action research for individual practices.
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-05-05 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Download or read book SPIN Selling written by Neil Rackham and published by Routledge. This book was released on 2020-04-28 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Professional Selling written by Dawn Deeter-Schmelz and published by SAGE Publications. This book was released on 2023-01-15 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: Formerly published by Chicago Business Press, now published by Sage Professional Selling, 2e covers key sales concepts and strategies through the approach of highlighting detailed aspects of each step in the sales process, from lead generation to closing. Coauthored by faculty from some of most successful sales programs in higher education, this insightful text also offers unique chapters on digital sales, customer business development strategies, and role-play.
Download or read book Professional Selling A Trust Based Approach written by Thomas N. Ingram and published by Cengage Learning. This book was released on 2007-02-05 with total page 464 pages. Available in PDF, EPUB and Kindle. Book excerpt: PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations (such as Holt Equipment, CDW Corporation, and TransWestern Publishing). Many professors wish to build a foundation for selling that precedes in-depth discussion in the areas of sales strategy and sales techniques. Given that it is often difficult and time-consuming to build realistic cases and role-playing exercises, PROFESSIONAL SELLING provides such content and pedagogy in many of its key features, including Developing Professional Selling Knowledge, Building Professional Selling Skills, and Making Professional Selling Decisions. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Download or read book All You Need to Know About Action Research written by Jean McNiff and published by SAGE. This book was released on 2011-04-30 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: What is action research? Why do action research? When should you use action research? In the second edition of All You Need to Know about Action Research, expert practitioners Jean McNiff and Jack Whitehead guide you through everything you need to know to plan and carry out a successful action research project. The book provides: - A guide to the history and philosophy underpinning action research - Comprehensive coverage of the main theoretical debates in action research - A unique understanding of how action research can help your learning and your professional practice - Practical help in planning your project - Help with writing about your research and disseminating your findings. The second edition has been thoroughly updated throughout, and now includes new real-life case studies from Education, Health and Business. A new chapter on reviewing the literature has been added and the sections on data gathering and analysis have been updated to take into account the latest technological advances. This easy-to-follow overview of action research is essential reading for students, practitioners and seasoned researchers alike. Available with Perusall—an eBook that makes it easier to prepare for class Perusall is an award-winning eBook platform featuring social annotation tools that allow students and instructors to collaboratively mark up and discuss their SAGE textbook. Backed by research and supported by technological innovations developed at Harvard University, this process of learning through collaborative annotation keeps your students engaged and makes teaching easier and more effective. Learn more.
Download or read book Secrets of Question Based Selling written by Thomas Freese and published by Sourcebooks, Inc.. This book was released on 2013-11-05 with total page 441 pages. Available in PDF, EPUB and Kindle. Book excerpt: "After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more
Download or read book The Action Research Guidebook written by Richard Sagor and published by Corwin Press. This book was released on 2005 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: The book is organized around Richard Sagor's four-stage process developed from his many years of experience training hundreds of educators. The four stages are: clarifying visions/targets; articulating theory; implementing action and collecting data; reflecting on data and planning informed action; The book includes numerous tables, charts, handouts, forms, and worksheets to demystify and simplify the action research process. Short examples drawn from the author's experience working on-one-on with teachers on their action research projects are also included, from raising reading proficiency to increasing the problem solving capacity of faculty members. The author shows how teacher teams can work collaboratively to identify and research problems related to the school's goals. Appropriate for use by individual teachers and teacher teams, as well as by pre-service teachers in teacher education courses. Principals, counsellors, and other educators will also find the action research process useful for school improvement.
Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Download or read book A Research Agenda for Sales written by Fernando Jaramillo and published by Edward Elgar Publishing. This book was released on 2021-01-29 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Research Agenda for Sales presents a roadmap of the future of sales. Eight recognized sales scholars discuss ideas that scholars are exploring and that firms can use for success in hypercompetitive markets with demanding customers. Featuring original research and current developments in the field, the chapters focus on critical topics and provide answers to important questions by company leaders and sales scholars.
Download or read book The Science of Selling written by David Hoffeld and published by Penguin. This book was released on 2022-02-08 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Download or read book The Power of Selling written by Kimberly K. Richmond and published by . This book was released on with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Professional Selling written by Thomas N. Ingram and published by South Western Educational Publishing. This book was released on 2006 with total page 466 pages. Available in PDF, EPUB and Kindle. Book excerpt: PROFESSIONAL SELLING provides comprehensive coverage of contemporary professional selling by integrating recent sales research with leading personal selling practices. Professional Selling's chapters can be mixed and matched with sales management chapters from Ingram's SALES MANAGEMENT, SIXTH EDITION to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.
Download or read book Emerging Trends in Professional Selling written by Paul A. Sparks and published by . This book was released on 2011 with total page 315 pages. Available in PDF, EPUB and Kindle. Book excerpt:
