Download or read book SPIN Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 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 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 How to Sell Anything to Anybody written by Joe Girard and published by Simon and Schuster. This book was released on 2006-02-07 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book Distribution Data Guide written by and published by . This book was released on 1956 with total page 688 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Marketing Information Guide written by and published by . This book was released on 1959 with total page 576 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Data Warehousing Fundamentals for IT Professionals written by Paulraj Ponniah and published by John Wiley & Sons. This book was released on 2011-09-20 with total page 600 pages. Available in PDF, EPUB and Kindle. Book excerpt: CUTTING-EDGE CONTENT AND GUIDANCE FROM A DATA WAREHOUSING EXPERT NOW EXPANDED TO REFLECT FIELD TRENDS Data warehousing has revolutionized the way businesses in a wide variety of industries perform analysis and make strategic decisions. Since the first edition of Data Warehousing Fundamentals, numerous enterprises have implemented data warehouse systems and reaped enormous benefits. Many more are in the process of doing so. Now, this new, revised edition covers the essential fundamentals of data warehousing and business intelligence as well as significant recent trends in the field. The author provides an enhanced, comprehensive overview of data warehousing together with in-depth explanations of critical issues in planning, design, deployment, and ongoing maintenance. IT professionals eager to get into the field will gain a clear understanding of techniques for data extraction from source systems, data cleansing, data transformations, data warehouse architecture and infrastructure, and the various methods for information delivery. This practical Second Edition highlights the areas of data warehousing and business intelligence where high-impact technological progress has been made. Discussions on developments include data marts, real-time information delivery, data visualization, requirements gathering methods, multi-tier architecture, OLAP applications, Web clickstream analysis, data warehouse appliances, and data mining techniques. The book also contains review questions and exercises for each chapter, appropriate for self-study or classroom work, industry examples of real-world situations, and several appendices with valuable information. Specifically written for professionals responsible for designing, implementing, or maintaining data warehousing systems, Data Warehousing Fundamentals presents agile, thorough, and systematic development principles for the IT professional and anyone working or researching in information management.

Download or read book New York Manufacturers Directory written by and published by . This book was released on 1996 with total page 910 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Printers Ink Monthly written by and published by . This book was released on 1923 with total page 866 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Business Intelligence with MicroStrategy Cookbook written by Davide Moraschi and published by Packt Publishing Ltd. This book was released on 2013-10-25 with total page 532 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written in a cookbook style, this book will teach you through the use of recipes with examples and illustrations. Each recipe contains step-by-step instructions about everything necessary to execute a particular task.This book is intended for both BI and database developers who want to expand their knowledge of MicroStrategy. It is also useful for advanced data analysts who are evaluating different technologies. You do not need to be an SQL master to read this book, yet knowledge of some concepts like foreign keys and many-to-many relationships is assumed. Some knowledge of basic concepts such as dimensional modeling (fact tables, dimensions) will also help your comprehension of this book. No previous MicroStrategy knowledge is needed.

Download or read book Motor World for Jobbers Dealers and Garagemen written by and published by . This book was released on 1917 with total page 796 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Competitive Trade Practices written by John Cameron Aspley and published by . This book was released on 1924 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Federal Register written by and published by . This book was released on 1976 with total page 1416 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Professional SQL Server Analysis Services 2005 with MDX written by Sivakumar Harinath and published by John Wiley & Sons. This book was released on 2006-05-30 with total page 859 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written by the lead developers of Analysis Services at Microsoft, this book begins with an overview showing how Analysis Services and MDX can be used to build data warehouses and multidimensional databases The authors then describe the development processes for building dimensions and cubes from various data sources Demonstrating a variety of techniques in real-world scenarios, the book shows how MDX can be used to query databases to provide sophisticated analysis of business problems Finally, the book explains how Analysis Services can be used with other components of SQL Server, including DTS, data mining, and Report Services, to provide comprehensive, end-to-end solutions

Download or read book Ultimate Small Business Marketing Guide written by James Stephenson and published by Entrepreneur Press. This book was released on 2007-01-01 with total page 586 pages. Available in PDF, EPUB and Kindle. Book excerpt: The second edition of this comprehensive guide introduces new marketing, advertising, sales and public relations techniques to the 1,500 proven ideas from the first edition. It adds dozens of new high-tech strategies required to stay one step ahead in today’s highly competitive global marketplace. Off- and online resources have been updated and new ones—including blogs and new websites—have been added.

Download or read book Transaction Processing written by Seppo Sippu and published by Springer. This book was released on 2015-01-27 with total page 399 pages. Available in PDF, EPUB and Kindle. Book excerpt: Transactions are a concept related to the logical database as seen from the perspective of database application programmers: a transaction is a sequence of database actions that is to be executed as an atomic unit of work. The processing of transactions on databases is a well- established area with many of its foundations having already been laid in the late 1970s and early 1980s. The unique feature of this textbook is that it bridges the gap between the theory of transactions on the logical database and the implementation of the related actions on the underlying physical database. The authors relate the logical database, which is composed of a dynamically changing set of data items with unique keys, and the underlying physical database with a set of fixed-size data and index pages on disk. Their treatment of transaction processing builds on the “do-redo-undo” recovery paradigm, and all methods and algorithms presented are carefully designed to be compatible with this paradigm as well as with write-ahead logging, steal-and-no-force buffering, and fine-grained concurrency control. Chapters 1 to 6 address the basics needed to fully appreciate transaction processing on a centralized database system within the context of our transaction model, covering topics like ACID properties, database integrity, buffering, rollbacks, isolation, and the interplay of logical locks and physical latches. Chapters 7 and 8 present advanced features including deadlock-free algorithms for reading, inserting and deleting tuples, while the remaining chapters cover additional advanced topics extending on the preceding foundational chapters, including multi-granular locking, bulk actions, versioning, distributed updates, and write-intensive transactions. This book is primarily intended as a text for advanced undergraduate or graduate courses on database management in general or transaction processing in particular.

Download or read book Marketing Information written by Michael R. Oppenheim and published by Routledge. This book was released on 2013-10-31 with total page 374 pages. Available in PDF, EPUB and Kindle. Book excerpt: Help your patrons create effective marketing research plans with this sourcebook! Marketing Information: A Strategic Guide for Business and Finance Libraries identifies and describes secondary published sources of information for typical marketing questions and research projects. Experts in the field offer a guided tour of the signposts and landmarks in the world of marketing information—highlighting the most important features. This extensive guide serves as a strategic bibliography, covering over 200 printed books and serials, subscription databases, and free Web sites. Marketing Information contains several useful features, including: basic bibliographic descriptions with publisher location, frequency, format, price, and URL contact information for each source listed special text boxes with practical tips, techniques, and short cuts an alphabetical listing of all source titles an index to subjects and sources Unlike some research guides that recommend only esoteric and expensive resources, this book offers a well-balanced mix of the 'readily available' and the costly and/or not widely available, so that researchers who lack immediate access to a large university business research collection still has a core of accessible materials that can be found in a public library or on the Web. This book will help you provide top-notch service to clients such as: marketing instructors in developing assignments and other curricula which incorporate a business information literacy component students whose assignments require library or other research to identify and use key marketing information tools entrepreneurs and self-employed business people writing marketing plans, business plans, loan applications, and feasibility plans marketers who wish to consult and/or incorporate standard secondary sources in their marketing plans or research projects experienced market researchers who need relevant secondary sources as a preliminary step to surveys, questionnaires, and focus groups reference librarians who advise these groups in academic, public, or corporate library settings collection development librarians selecting material for public, academic, and special libraries Marketing Information is a practical tool for marketers and for those studying to be marketers. The authors are seasoned academic business librarians who have helped doctoral candidates, faculty researchers, MBA and undergraduate students, marketing professionals, entrepreneurs, and business managers all find the right information. Now, in this resource, they come together to help you!