Download or read book Selling Stereotypes written by Abhik Roy and published by . This book was released on 1998 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Selling High tech Products and Services written by Ira S. Kalb and published by K&A Press. This book was released on 1991 with total page 301 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Selling with Soul written by Sharon V. Parker and published by iUniverse. This book was released on 2012-02-24 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: The ability to sell yourself and your ideas may be the most essential skill for achieving business success. Even so, society demeans selling and salespeople, perpetuating stereotypes that make us cringe. In Selling with Soul, author Sharon V. Parker attacks those attitudes head-on and explodes the myths about salespeople being unprofessional and driven by self-interest. Selling with Soul counters many of the negative notions of selling by explaining why it is an honorable profession that creates value for all when it is done with empathy for the customer and a firm commitment to principles. Parker helps you learn the skills and attitudes that result in successful sales careers, and she shares the lessons that can result in a successful, balanced lifelessons she learned during a twenty-six-year career in sales. In this, the second version of Selling with Soul, Parker includes a review of sales basics, updated with how people buy today. She also shares ideas for finding and keeping new business, and she presents lessons in the soft skills so essential to selling with integrity and empathy: listening, conflict resolution, understanding personal styles, dealing with temptations and compromise, and creating a life consistent with your values. Selling with Soul helps heal the split between job and spirit. It shows how problem-solving, creating value, and treating others with empathy and integrity are the keys to sellingand livingwith soul.
Download or read book The Maverick Selling Method written by Brian Burns and published by Brian Burns. This book was released on 2009 with total page 129 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Maverick Method is a powerful and unique selling method that provides the complete picture of how complex sales work. The Method has been researched, developed and practiced over a twenty-year period. We have studied and modeled over one hundred of the most successful salespeople. Unlike other selling methods the Maverick Method has been proven by salespeople on the front lines of the most difficult selling environments imaginable. The Mavericks that we have modeled have been able to create new markets, dominate their market segments and marginalize their competitors. What you will learn from the Maverick Selling Method: How a complex sale really works How to control the buying process How to customize your selling process for your unique product How to set and change the rules that will justify the buying decision How to marginalize any competitor How to close the deal in a predictable manner before your competitor even knows they have lost What Mavericks do differently How you can become a Maverick
Download or read book Total Selling written by Warren Wechsler and published by Sourcebooks, Inc.. This book was released on 2004-10-01 with total page 271 pages. Available in PDF, EPUB and Kindle. Book excerpt: Warren Wechsler, founder and president of Total Selling Inc., presents this practical, hands-on guide to being a Total Sales Person. In an easy to follow format, Wechsler explains how to develop an effective strategic sales plan, devise successful ways of selling, how to rank prospects, what to say when approaching people for the first time, what is the exact number of times to contact people in a given time frame and much more. Readers will learn from an experienced, expert salesperson how to implement the step-by-step process of professional selling. Topics include: - Why salespeople fail - Selling as telling is a myth - How to resurrect lost accounts - Major account strategy: how to compete for and win major accounts - Obligating questions as selling advantage - The power of silence - Business failures and relocations - Creating a winning game plan - The five elements of effective sales practice - Being persistent without being a pest
Download or read book Selling Technology written by Asaf Darr and published by Cornell University Press. This book was released on 2018-07-05 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling Technology offers a look at high-tech markets from within, through the experience of salespeople, purchasing agents, and engineers who construct markets for emergent technologies through their daily engagement in sales interactions. Although sales occupations comprise 12 percent of the American labor force, sales work has been a neglected area of study. Asaf Darr's ethnographic exploration of the sales process for standard and emergent technology argues that our cultural stereotypes of sales work and salespeople, shaped during the industrial era and through popular images of the Yankee peddler and the car salesman, no longer apply to the changing nature of sales in an information economy. In the high-technology settings in which cutting-edge artifacts are traded, Darr finds that sales work deviates sharply from our traditional cultural images. The educational level and technical skills of the sales force are increasing, sellers' and buyers' engineers engage in co-development, and long-term collaborative relationships are replacing brief sales encounters. A growing number of work tasks and skills previously performed and mastered in the design or production phases have become part of the sale of emergent technology. New control mechanisms over the work of the sales engineers are also appearing. Unlike most ethnographic studies of salespeople, which focus on the insurance, finance, and retail sectors., Darr's groundbreaking book turns to the daily sales practices of an information economy.
Download or read book Customer Centered Selling written by Rob Jolles and published by Simon and Schuster. This book was released on 2009-09-15 with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt: Economics, finance, business and industry.
Download or read book Cross Cultural Selling For Dummies written by Michael Soon Lee and published by John Wiley & Sons. This book was released on 2008-11-24 with total page 359 pages. Available in PDF, EPUB and Kindle. Book excerpt: Want to reach out to multicultural customers? Cross-Cultural Selling For Dummies is packed with everything you need to know to tap into multicultural markets, from establishing solid relationships to adapting your advertising to meeting the needs of your new clientele. You’ll acquire key cross-cultural skills and build a coordinated effort that engages all aspects of your business. This practical, easy-to-understand guide shows you how to measure the purchasing power of other cultures and change the way you market to them. You’ll learn how to do multicultural research, develop a marketing campaign with wide appeal, pick the right media, tune your materials to the market, and establish a presence in the community. You’ll find tips on identifying generational differences with in a culture, pronouncing names correctly, and determining customer motivation. Discover how to: Reach out to multicultural customers Develop strong relationships Adapt your sales presentations and techniques Clear language barriers Boost your street cred Present appealing financing options Create a foundation for long-term success Handle negotiations with skilled hagglers Recognize and overcome objections Adopt techniques to close the sale Create a strong referral base Avoid cultural conflicts Maintain a diverse sales team You can realize the incredible untapped potential of the multicultural market to send your sales soaring and your profits off the charts. Cross-Cultural Selling For Dummies shows you how!
Download or read book Stereotypes and Stereotyping written by C. Neil Macrae and published by Guilford Press. This book was released on 1996-03-01 with total page 482 pages. Available in PDF, EPUB and Kindle. Book excerpt: Following a broad overview that defines stereotypes, the book addresses how they are formed and developed in chapters that cover the social psychology of stereotypes, the impact of physical appearance on their formation, and methods of assessing their accuracy. Internationally renowned authors consider the function and use of stereotypes, exploring their complex interrelationship with linguistic biases, prejudice and discrimination, and intergroup and interpersonal perception. Chapters then discuss how stereotypes can be undermined, detailing social psychological interventions to improve intergroup relations and examining ways that individual targets of stereotyping might motivate others to change. A concluding chapter takes a historical view of stereotype research, tracing the evolution of the field and evaluating current theories and methodologies
Download or read book Selling in Your Comfort Zone written by Robert N. Kohn and published by American Bar Association. This book was released on 2009 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book will help anyone overcome their discomfort with selling. It will help the reader achieve a fundamental shift in attitude and behavior. This guide proves that selling can be done effectively and comfortably, by motivating the reader to take action and identify strategies and tasks that they are comfortable doing.
Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2013-08-15 with total page 436 pages. Available in PDF, EPUB and Kindle. Book excerpt: Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today. The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features: ‘Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world In-chapter ‘Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling Mini-cases to help students understand and apply the principles they have learned in the classroom Role-plays at the end of each chapter enabling students to learn by doing Special appendices on selling math and developing a professional sales proposal Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide. Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .
Download or read book The Secrets of Selling written by Geoff King and published by Pearson UK. This book was released on 2012-12-27 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: Want to beat your sales target? Buy this book. The new edition of this highly successful sales bible is full of practical tips, tricks and advice and now comes in a smaller, more accessible package. The Secrets of Selling, 2nd edition covers all the key areas in a concise and snappy style and is easy to navigate - essential features for the time pressured modern sales professional. It covers the full range of situations that sales people at all levels will encounter, from how to size up your prospective client quickly, to the best time to mention your price. It has a genuinely practical approach - providing you with the tips, tricks and techniques that will help you improve your sales performance. This new edition has been completely revised and updated throughout. Key changes include:. Summaries, in the form of checklists included at each of the three sections. A chapter on Body Language, including new information on how to spot lying. New information on icebreakers in meetings.
Download or read book Sales Scripts that Sell written by Teri Kwal Gamble and published by AMACOM Div American Mgmt Assn. This book was released on 2007 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is completely repackaged and updated, with new scripts for e-mail, voicemail, and more. It contains motivational introductions, warm-up exercises, memory joggers, and even stage directions, with instructions on use and delivery. It is arranged by selling activity, including: prospecting; controlling the sale; handling objections; moving the sale forward; closing; and getting referrals. It is particularly useful for cold-call selling since scripts can make the process less intimidating and easier to practice.
Download or read book More Sales Please written by Sara Nasser Dalrymple and published by Practical Inspiration Publishing. This book was released on 2024-01-08 with total page 219 pages. Available in PDF, EPUB and Kindle. Book excerpt: ‘The ultimate companion for any small business owner’ - Holly Tucker, Founder of notonthehighstreet and Holly & Co ‘I dare you to read this book and NOT make more sales - you couldn’t have a better guide!’ - Lucy Sheridan, The Comparison Coach ‘Filled with straightforward advice that will help your business grow’ - Emma Jones, Founder of Enterprise Nation Have you ever: Told yourself you’re not a natural salesperson... Procrastinated on promoting your business because it feels awkward, or... Launched something new, only to be met with deafening silence? If you answered yes to any of these, then More Sales Please is for you! Most business owners have never been taught how to promote what they do with ease - until now. Say goodbye to guesswork and discover the step by step process to effortless sales in just 30 minutes a day. Sara Nasser Dalrymple is a business mentor, strategist and educator and the go-to sales expert in the small business community. Her 20 years of sales and marketing experience and simple, actionable advice has helped hundreds of business owners transform the way they feel about selling and achieve long lasting success through confident, sleaze-free self promotion.
Download or read book Stereotype Threat written by Michael Inzlicht and published by Oxford University Press. This book was released on 2012 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 21st century has brought with it unparalleled levels of diversity in the classroom and the workforce. It is now common to see in elementary school, high school, and university classrooms, not to mention boardrooms and factory floors, a mixture of ethnicities, races, genders, and religious affiliations. But these changes in academic and economic opportunities have not directly translated into an elimination of group disparities in academic performance, career opportunities, and levels of advancement. Standard explanations for these disparities, which are vehemently debated in the scientific community and popular press, range from the view that women and minorities are genetically endowed with inferior abilities to the view that members of these demographic groups are products of environments that frustrate the development of the skills needed for success. Although these explanations differ along a continuum of nature vs. nurture, they share in common a presumption that a large chunk of our population lacks the potential to achieve academic and career success.In contrast to intractable factors like biology or upbringing, the research summarized in this book suggests that factors in one's immediate situation play a critical yet underappreciated role in temporarily suppressing the intellectual performance of women and minorities, creating an illusion of group differences in ability. Research conducted over the course of the last fifteen years suggests the mere existence of cultural stereotypes that assert the intellectual inferiority of these groups creates a threatening intellectual environment for stigmatized individuals - a climate where anything they say or do is interpreted through the lens of low expectations. This stereotype threat can ultimately interfere with intellectual functioning and academic engagement, setting the stage for later differences in educational attainment, career choice, and job advancement.
Download or read book Selling Sex Overseas written by Ko-lin Chin and published by NYU Press. This book was released on 2012-09-17 with total page 325 pages. Available in PDF, EPUB and Kindle. Book excerpt: 2013 Outstanding Book Award Winner from the Division of International Criminology, American Society of Criminology Every year, thousands of Chinese women travel to Asia and the United States in order to engage in commercial sex work. In Selling Sex Overseas, Ko-lin Chin and James Finckenauer challenge the current sex trafficking paradigm that considers all sex workers as victims, or sexual slaves, and as unwilling participants in the world of commercial sex. Bringing to life an on-the-ground portrait of this usually hidden world, Chin and Finckenauer provide a detailed look at all of its participants: sex workers, pimps, agents, mommies, escort agency owners, brothel owners, and drivers. Ultimately, they probe the social, economic, and political organization of prostitution and sex trafficking, contradicting many of the ‘moral crusaders’ of the human trafficking world.
Download or read book The Sales Acceleration Formula written by Mark Roberge and published by John Wiley & Sons. This book was released on 2015-02-03 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt: Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.
