Download or read book C mo Conseguir Clientes Cada D a Vol men 5 written by MAX EDITORIAL and published by Max Editorial. This book was released on 2024-05-13 with total page 69 pages. Available in PDF, EPUB and Kindle. Book excerpt: En ventas, la objeción es un sonido familiar. Ya sea un rotundo "no", un vacilante "Necesito pensar más" o una preocupación por el precio, lidiar con las objeciones de los clientes es un desafío al que se enfrenta todo vendedor. Pero ¿y si te dijera que las objeciones no son obstáculos, sino oportunidades? En este libro electrónico, descubriremos el poder de las objeciones y lo guiaremos a través de un proceso de 4 pasos para transformarlas en oportunidades de ventas. Cubriremos técnicas comprobadas para manejar objeciones de manera efectiva, generar confianza con sus clientes y cerrar más acuerdos. Aprenda mucho más...
Download or read book Protected Area Governance and Management written by Graeme L. Worboys and published by ANU Press. This book was released on 2015-04-08 with total page 993 pages. Available in PDF, EPUB and Kindle. Book excerpt: Protected Area Governance and Management presents a compendium of original text, case studies and examples from across the world, by drawing on the literature, and on the knowledge and experience of those involved in protected areas. The book synthesises current knowledge and cutting-edge thinking from the diverse branches of practice and learning relevant to protected area governance and management. It is intended as an investment in the skills and competencies of people and consequently, the effective governance and management of protected areas for which they are responsible, now and into the future. The global success of the protected area concept lies in its shared vision to protect natural and cultural heritage for the long term, and organisations such as International Union for the Conservation of Nature are a unifying force in this regard. Nonetheless, protected areas are a socio-political phenomenon and the ways that nations understand, govern and manage them is always open to contest and debate. The book aims to enlighten, educate and above all to challenge readers to think deeply about protected areas—their future and their past, as well as their present. The book has been compiled by 169 authors and deals with all aspects of protected area governance and management. It provides information to support capacity development training of protected area field officers, managers in charge and executive level managers.
Download or read book Biodiversity and Tourism written by German Federal Agency for Nature Conservation and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 343 pages. Available in PDF, EPUB and Kindle. Book excerpt: It is in the best interest of all concerned that tourism become sustainable and environmentally compatible. This need for "sustainable development" is and more by the responsible parties. Moreover, in the being recognised more search for solution strategies the realisation is gaining ground that tourism must be viewed as a worldwide phenomenon whose development must be co-ordinated in a co-operative effort spanning regions and continents. That the preservation of biological diversity also requires global co operation has been confirmed by over 170 countries which have already acceded to the "Convention on Biological Diversity". It is thus an important task to provide the foundations for joint action. Germany, one of the largest source countries of international tourism, must feel particularly obligated in this regard. The report published here is the result of a research project com missioned by the German Federal Agency for Nature Conservation. The study pursued and examined the thesis that the Convention on Biological Diversity be used as a central instrument for arriving at international principles and regulations for combining nature conservation and tourism which could lead to a sustainable development of tourism. To further the discussion, the authors brought the study to a logical conclusion by working out a proposal for a "tourism protocol" additional to the existing Convention on Biodiversity. Such a protocol additional to the Convention would entail the stipulation of internationally binding implementation and regulations for achieving sustainable tourism.
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 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 The Future of Journalism written by Bob Franklin and published by Routledge. This book was released on 2013-09-13 with total page 359 pages. Available in PDF, EPUB and Kindle. Book excerpt: The future of journalism is hotly contested and highly uncertain reflecting developments in media technologies, shifting business strategies for online news, changing media organisational and regulatory structures, the fragmentation of audiences and a growing public concern about some aspects of tabloid journalism practices and reporting, as well as broader political, sociological and cultural changes. These developments have combined to impoverish the flow of existing revenues available to fund journalism, impact radically on traditional journalism professional practices, while simultaneously generating an increasingly frenzied search for sustainable and equivalent funding – and from a wide range of sources - to nurture and deliver quality journalism in the future. This book brings together journalists and distinguished academic specialists from around the globe to present the findings from their research and to discuss the future of journalism, the shifting quality of its products, its wide ranging sources of finance, as well as the economic and democratic consequences of the significant changes confronting Journalism. The Future of Journalism details the challenges facing the press in contemporary societies and provides essential reading for everyone interested in the role of journalism in shaping and sustaining literate, civil and democratic societies. This book consists of special issues from Journalism Studies and Journalism Practice.
Download or read book Consultative Selling written by Mack HANAN and published by AMACOM. This book was released on 2011-03-15 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers’ cash flows to win proposals; use consultative selling strategies on the web; and cope with--and reverse--the inevitable “no.” For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.
Download or read book Decentralized Hospital Computer Program DHCP written by and published by . This book was released on 1988 with total page 6 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Predictable Revenue Turn Your Business Into a Sales Machine with the 100 Million Best Practices of Salesforce com written by Aaron Ross and published by Pebblestorm. This book was released on 2020-09-08 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Called "The Sales Bible of Silicon Valley"...discover the sales specialization system and outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT just another book about how to cold call or close deals. This is an entirely new kind of sales system for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? Predictable Revenue has the answers!
Download or read book From Grammar to Meaning written by Ivano Caponigro and published by Cambridge University Press. This book was released on 2013-09-12 with total page 377 pages. Available in PDF, EPUB and Kindle. Book excerpt: In recent years, the study of formal semantics and formal pragmatics has grown tremendously, showing that core aspects of language meaning can be explained by a few principles. These principles are grounded in the logic that is behind - and tightly intertwined with - the grammar of human language. In this book, some of the most prominent figures in linguistics, including Noam Chomsky and Barbara H. Partee, offer new insights into the nature of linguistic meaning and pave the way for the further development of formal semantics and formal pragmatics. Each chapter investigates various dimensions in which the logical nature of human language manifests itself within a language and/or across languages. Phenomena like bare plurals, free choice items, scalar implicatures, intervention effects, and logical operators are investigated in depth and at times cross-linguistically and/or experimentally. This volume will be of interest to scholars working within the fields of semantics, pragmatics, language acquisition and psycholinguistics.
Download or read book Rising Powers Shrinking Planet written by Michael T. Klare and published by Macmillan. This book was released on 2009-03-31 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Now in paperback, Rising Powers, Shrinking Planet surveys the energy driven dynamic that is reconfiguring the international landscape: Russia, the battered Cold War loser, is now the arrogant broker of Eurasian energy, and the United States, once the world's superpower, must now compete with the emerging "chindia" juggernaut for finite resources. Forecasting a future of surprising new alliances and explosive danger, Klare, the preeminent expert on resource geopolitics, argues that the only route to surival in our radically altered world lies through international cooperation"--Book cover
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 Green Web written by Martin Holdgate and published by Routledge. This book was released on 2014-04-08 with total page 425 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text is a history of the world's oldest global conservation body - the World Conservation Union, established in 1948 as a forum for governments, non-governmental organizations and individual conservationists. The author draws on unpublished archives to reveal the often turbulent story of the IUCN and its achievements in, and influence on, conservation and environmental policy worldwide - establishing national parks and protected areas and defending threatened species.
Download or read book Handbook of Bibliometric Indicators written by Roberto Todeschini and published by John Wiley & Sons. This book was released on 2016-08-22 with total page 511 pages. Available in PDF, EPUB and Kindle. Book excerpt: At last, the first systematic guide to the growing jungle of citation indices and other bibliometric indicators. Written with the aim of providing a complete and unbiased overview of all available statistical measures for scientific productivity, the core of this reference is an alphabetical dictionary of indices and other algorithms used to evaluate the importance and impact of researchers and their institutions. In 150 major articles, the authors describe all indices in strictly mathematical terms without passing judgement on their relative merit. From widely used measures, such as the journal impact factor or the h-index, to highly specialized indices, all indicators currently in use in the sciences and humanities are described, and their application explained. The introductory section and the appendix contain a wealth of valuable supporting information on data sources, tools and techniques for bibliometric and scientometric analysis - for individual researchers as well as their funders and publishers.
Download or read book The New Psychology of Selling and Advertising written by Henry Charles Link and published by . This book was released on 2012-05 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Prospectos de alta calidad written by Mark Hunter and published by Taller del Éxito. This book was released on 2019-10-23 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: El mundo de las ventas está cambiando a gran velocidad y tratar de encontrar prospectos es más difícil hoy que nunca. Demasiados vendedores en busca de prospectos terminan intentando hacer negocios con sujetos que nunca les comprarán. Hoy, para tener éxito en las ventas, necesitas saber cómo utilizar una diversidad de estrategias que te permitan no solo encontrar a los mejores prospectos, sino además motivarlos a través de un ciclo de ventas más rápido. La velocidad vende y, para que una venta ocurra, no puedes darte el lujo de prospectar con lentitud. Ahora, en su nuevo libro, Prospectos de alta calidad, Mark Hunter, el experto en ventas, deja sin fundamento los costosos mitos que ha habido con respecto a prospectar y elimina la confusión sobre las técnicas que funcionan y no funcionan en el ámbito de las ventas actual. Al fusionar nuevas estrategias con prácticas comprobadas, y sabiendo cómo prospectar con calidad y certeza, lograrás: *Encontrar prospectos y evaluar rápidamente quiénes son los mejores *Cambiar las llamadas en frío por llamadas informativas *Personalizar tus mensajes telefónicos, tus correos de voz y electrónicos y hasta de texto *Optimizar el más valioso de tus recursos: tu tiempo *Usar las redes sociales de manera efectiva *Aprovechar tus referidos *Esquivar los límites que te impiden abrir nuevas puerta
