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 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 282 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 Action Research written by Jean McNiff and published by SAGE. This book was released on 2017-04-10 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book gives you all you need to know about action research, why you need to know it and how it can help you become a self-reflective practitioner-researcher. It provides the ideas and frameworks to understand action research, combined with a practical workbook to guide you through the practicalities and complexities of doing action research in your own context. Inside you will find: An action plan to help you embark on your project Guidance and advice on learning to ask the right questions as you progress A full resource on writing up and communicating your results Inspiration to explain the significance of what you have achieved, so that other people can learn with and from you. Accessible and insightful, this is the complete start to finish guide to doing influential action research. It is the ideal companion for students and researcher-practitioners in any research setting, from education and health to business.
Download or read book Conducting Action Research for Business and Management Students written by David Coghlan and published by SAGE. This book was released on 2018-06-28 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Conducting Action Research, Coghlan and Shani explain how action research differs from more detached research methods and provides expert guidance on how to engage effectively with it, helping the reader to complete both a successful research project and produce findings that are useful in an organizational context. Ideal for Business and Management students reading for a Master’s degree, each book in the series may also serve as reference books for doctoral students and faculty members interested in the method. Part of SAGE′s Mastering Business Research Methods, conceived and edited by Bill Lee, Mark N. K. Saunders and Vadake K. Narayanan and designed to support researchers by providing in-depth and practical guidance on using a chosen method of data collection or analysis.
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 Doing and Writing Action Research written by Jean McNiff and published by SAGE Publications. This book was released on 2009-05-07 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: Doing and Writing Action Research provides a clear, comprehensive, and user-friendly guide to the practical aspects of carrying out action research. Written with practitioners involved in workplace-based professional development programs, as well as those on research training courses, in mind, this book covers all the core issues, with guidance on how to present findings, produce a research report that can inform policy, demonstrate the quality of one's research, and be critical and write theoretically. The book contains many worked examples of action research projects, to help illustrate the guidance on producing successful written accounts.
Download or read book Action Research for Professional Development written by Jean McNiff and published by . This book was released on 2002 with total page 62 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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 Action Research in Business and Management written by David Coghlan and published by SAGE Publications Limited. This book was released on 2016-09-27 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: SAGE FUNDAMENTALS OF APPLIED RESEARCH The SAGE Fundamentals of Applied Research (FAR) series brings together the essential and forward thinking articles on doing research in applied contexts with or for specific groups from the foremost publications and edited by established names in the field. Volumes showcase methodological innovations, key debates, and maintain a focus on the professional/applied context of the research and on the methodological and practical implications of doing research within institutional and socio-cultural contexts of such research. The series includes historically seminal pieces alongside the very best pieces from the last few years that express the ‘cutting edge’ in the field.
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 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 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 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 Doing Action Research in Your Own Organization written by David Coghlan and published by SAGE. This book was released on 2009-10-21 with total page 185 pages. Available in PDF, EPUB and Kindle. Book excerpt: Doing Action Research in Your Own Organization is the essential resource for anyone embarking on a research project in their own organization or as part of a work placement programme whether in business, healthcare, government, education, social work or third sector organizations. The authors provide an easy-to-follow, hands-on guide to every aspect of conducting an action research project and have added in the Third Edition: - more on politics and ethics to help researchers negotiate gaining access and permission, and building and maintaining support from peers and relevant subsystems within an organization - more on writing an action research dissertation, and treatment of sensitive issues such as: giving feedback to one’s superiors and peers, disseminating the research to the wider community, and handling interpretations or outcomes which may be perceived negatively by the organization involved. - more case examples and reflective exercises taken from a wide variety of organizational settings to aid students and researchers whatever their background discipline.
Download or read book You and Your Action Research Project written by Jean McNiff and published by Routledge. This book was released on 2009-09-10 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher's description: This book gives practical guidance on doing an action research project. Written for practitioners across professions who are studying on work-based learning programmes and 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 projectmonitoring and documenting the actiontechniques for dealing with the data making claims to knowledge and validating themlegitimating your researchmaking your research publiccreating your living educational 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 third edition of the best-selling book has been thoroughly updated and improved by a number of features, with new case studies from a wide range of disciplines, extracts from validated dissertations and theses (with information on how to access more examples via the Internet), points for reflection, checklists of reflective questions, and up-to the-minute information on current debates and ideas.
Download or read book The Action Research Guidebook written by Richard Sagor and published by Corwin Press. This book was released on 2011 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this second edition of his best-selling volume The Action Research Guidebook, Richard Sagor provides updated tools and insights to guide the implementation of school-based research for student success. Ideal for teacher leaders and teacher teams, this practical guidebook features new examples, activities and leadership applications that reflect the recent growth of professional learning communities, wider acceptance of standards, and the need for more qualitative research. Sequentially organized to be used as you go, the book follows Sagor's four-stage process developed from his many years of experience training educators: clarifying visions/targets; articulating theory; implementing action and collecting data; and reflecting on data and planning informed action. Inside are numerous tables, charts, handouts, forms, and worksheets to demystify the action research process. This handbook will also be valuable to principals, counsellors, and other educators wishing to apply the action research process to school improvement.
