Download or read book How to Sell Engineered Products written by Christean W. Kapp and published by . This book was released on 2019 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is not a traditional book on sales. The focus is tactical as well as strategic. Big questions are answered. How do capital goods need to be sold? What sales approach and tactics are recommended? What's the difference between a standard versus engineered to order product approach? How can a company's strategy be developed into a sustainable model that supports aggressive sales? How can profitable growth be achieved in cyclical or slow growth markets? What pitfalls must be avoided? The book combines sales tactics and company strategy in a unique way and shows how they must complement each other for true success. Building on real world turbo-machinery examples in the Energy industries, business theory as well as engineering tips and tricks are woven together to form a holistic picture of how to execute business correctly. Companies who succeed by incorporating these principles will be discussed. Real life examples will be shown on companies who succeed by embracing these principles and those that don't. Features and Benefits Classification of Customers to improve sales strategy Enhanced Sales Tactics Ethical and Cross Cultural Sales Improved Product Positioning Superior Service Supporting Sales Operational Excellence Unifying Company Strategy Dos and Don'ts on Mergers & Acquisitions Incentivizing Sales Teams Audience Sales Marketing Proposal or Application Engineers Management Operations Logistics Service Human Resources
Download or read book Engineered to Sell written by Jan L. Logemann and published by University of Chicago Press. This book was released on 2019-11-20 with total page 380 pages. Available in PDF, EPUB and Kindle. Book excerpt: The mid-twentieth-century marketing world influenced nearly every aspect of American culture—music, literature, politics, economics, consumerism, race relations, gender, and more. In Engineered to Sell, Jan L. Logemann traces the transnational careers of consumer engineers in advertising, market research, and commercial design who transformed capitalism from the 1930s through the 1960s. He argues that the history of marketing consumer goods is not a story of American exceptionalism. Instead, the careers of immigrants point to the limits of the “Americanization” paradigm. Logemann explains the rise of a dynamic world of goods and examines how and why consumer engineering was shaped by transatlantic exchanges. From Austrian psychologists and little-known social scientists to the illustrious Bauhaus artists, the emigrés at the center of this story illustrate the vibrant cultural and commercial connections between metropolitan centers: Vienna and New York; Paris and Chicago; Berlin and San Francisco. By focusing on the transnational lives of emigré consumer researchers, marketers, and designers, Engineered to Sell details the processes of cultural translation and adaptation that mark both the midcentury transformation of American marketing and the subsequent European shift to “American” consumer capitalism.
Download or read book Engineered to Sell written by Jan L. Logemann and published by . This book was released on 2019 with total page 380 pages. Available in PDF, EPUB and Kindle. Book excerpt: Forever immortalized in the television series Mad Men, the mid-twentieth century marketing world influenced nearly every aspect of American culture - music, literature, politics, economics, consumerism, race relations, gender, and more. Jan Logemann traces the transnational careers of consumer engineers in advertising, market research and commercial design who transformed capitalism, from the 1930s through the 1960s. He argues that the history of marketing consumer goods is not a story of American exceptionalism. Instead, the careers of immigrants point to the limits of the "Americanization" paradigm. First, Logemann explains the rise of a dynamic world of goods by emphasizing changes in marketing approaches increasingly tailored to consumers. Second, he looks at how and why consumer engineering was shaped by transatlantic exchanges. From Austrian psychologists and little-known social scientists to the illustrious Bauhaus artists, the migr s at the center of this story illustrate the vibrant cultural and commercial connections between metropolitan centers: Vienna and New York; Paris and Chicago; Berlin and San Francisco. These mid-century consumer engineers crossed national and disciplinary boundaries not only within arts and academia but also between governments, corporate actors, and social reform movements. By focusing on the transnational lives of migr consumer researchers, marketers, and designers, Engineered to Sell details the processes of cultural translation and adaptation that mark both the mid-century transformation of American marketing and the subsequent European shift to "American" consumer capitalism.
Download or read book Built to Sell written by John Warrillow and published by Penguin. This book was released on 2012-12-24 with total page 177 pages. Available in PDF, EPUB and Kindle. Book excerpt: Run your company. Don’t let it run you. Most business owners started their company because they wanted more freedom—to work on their own schedules, make the kind of money they deserve, and eventually retire on the fruits of their labor. Unfortunately, according to John Warrillow, most owners find that stepping out of the picture is extremely difficult because their business relies too heavily on their personal involvement. Without them, their company—no matter how big or profitable—is essentially worthless. But the good news is that entrepreneurs can take specific steps—no matter what stage a business is in—to create a valuable, sellable company. Warrillow shows exactly what it takes to create a solid business that can thrive long into the future.
Download or read book Preparation Breeds Success written by Michael F. Hotchkiss and published by Archway Publishing. This book was released on 2014-07-21 with total page 145 pages. Available in PDF, EPUB and Kindle. Book excerpt: This guide describes how to be effective and achieve positive outcomes in business and in life. To succeed you need to pay attention and do your research. Michael F. Hotchkiss believes thats especially true in sales, where you need to connect with prospects and keep the business of existing customers. Drawing upon his many years of experience selling customized capital, and engineered products, he walks you through the steps you need to take to: know why your customers buy; get to know people on a personal level; research potential customers; navigate cultural differences; initiate meaningful conversations. Selling engineered and technical goods that may have different purposes, uses, and features is far more complicated than selling hula hoops. You need to know what youre dealing with, create a strategy to react to what you discover, and store everything you want to learn in your memory for easy reference. While geared for those who sell technical goods, the tips and strategies youll learn can be used in other businesses. No matter how many years youve been selling, you can do better by applying the methods in Preparation Breeds Success.
Download or read book Seducing Strangers written by Josh Weltman and published by Workman Publishing. This book was released on 2015-04-07 with total page 193 pages. Available in PDF, EPUB and Kindle. Book excerpt: The author says it best: “This book is for people like you and me. People who go to work and—using words, pictures, music, and stories—are expected to make s**t happen . . . to make the phone lines light up and the in-box fill up. Attract fans, friends, and followers. Make the cash register ring. Win the business. Close the deal. Sell something.” Joshua Weltman knows just how to do that, and teach others how to do it, too. An advertising creative director for more than 25 years and the Mad Men co-producer responsible for Don Draper’s credibility as an advertising genius, Weltman distills everything he knows about the art of persuasion into a playbook?of rules, principles, insights, insider anecdotes, and more, all tailored to the fast-changing life in the information economy. Weltman identifies the four elements of selling—one of which is behind everything from a national television campaign to an email blast. There’s the ad that makes people curious—want to know more? That creates a sense of urgency—limited time offer! That increases market share—why we’re unique, or just better. And the ad that protects margins—thank you for your loyalty. And then Weltman explains how to employ these strategies, including: the six words that win business; the four kinds of stories; what to do if your product sucks; why lying in an ad will never pay off; why information reduces doubt; how to think like a force-multiplier; why different is better than better; why to remove jargon and acronyms and reveal ideas and relationships. Advertising, Joshua Weltman argues, is a toolbox, not a tool, and used right it makes people happy. Seducing Strangers shows you how. “People often ask me questions, or ask my opinions, on or about the world of advertising. My stock response is ‘You know I play a fictional advertising executive, right?’ That’s usually used to cover the ignorance or stupidity of whatever I am about to say next. In the future I will simply refer them to Josh Weltman.” —from the Foreword by Jon Hamm
Download or read book Designing Data Intensive Applications written by Martin Kleppmann and published by "O'Reilly Media, Inc.". This book was released on 2017-03-16 with total page 658 pages. Available in PDF, EPUB and Kindle. Book excerpt: Data is at the center of many challenges in system design today. Difficult issues need to be figured out, such as scalability, consistency, reliability, efficiency, and maintainability. In addition, we have an overwhelming variety of tools, including relational databases, NoSQL datastores, stream or batch processors, and message brokers. What are the right choices for your application? How do you make sense of all these buzzwords? In this practical and comprehensive guide, author Martin Kleppmann helps you navigate this diverse landscape by examining the pros and cons of various technologies for processing and storing data. Software keeps changing, but the fundamental principles remain the same. With this book, software engineers and architects will learn how to apply those ideas in practice, and how to make full use of data in modern applications. Peer under the hood of the systems you already use, and learn how to use and operate them more effectively Make informed decisions by identifying the strengths and weaknesses of different tools Navigate the trade-offs around consistency, scalability, fault tolerance, and complexity Understand the distributed systems research upon which modern databases are built Peek behind the scenes of major online services, and learn from their architectures
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 SELL YOUR RESEARCH written by Alexia Youknovsky and published by Springer Nature. This book was released on 2020-04-06 with total page 157 pages. Available in PDF, EPUB and Kindle. Book excerpt: Public speaking is an essential component in the life of a scientist, whatever your level of career. In this book, the authors describe a tried-and-tested technique for preparing a presentation: the SELL Method. Following these three simple steps - Skeleton, Envelope, Life & Logistics - will help you make the most out of any talk. Whether it be a 3-minute pitch or an hour-long plenary session, you will find pages of advice, theory and practical exercises enabling you to SELL YOUR RESEARCH with impact. For scientists these days, the work is not done until it is communicated. And now that problem is solved. Solidly researched and immaculately written, Sell Your Research is a goldmine of useful advice. Whether you are brimming with confidence or just setting out, this gem of a guidebook will improve every presentation and nurture every budding science communicator. Dr. Stephen Webster, Director of Science Communication Unit, Imperial College London Public speaking is one of the most intimidating but crucial tasks in a scientist’s career. This book provides a welcoming, clear, step-by-step guide to improving your presentations at every level. Reading it and following its advice will make your science talks less frightening and more enjoyable. Dr. Laura Helmuth, Health, Science & Environment Editor, Washington Post
Download or read book The Existential Pleasures of Engineering written by Samuel C. Florman and published by Macmillan + ORM. This book was released on 1996-02-15 with total page 271 pages. Available in PDF, EPUB and Kindle. Book excerpt: Humans have always sought to change their environment--building houses, monuments, temples, and roads. In the process, they have remade the fabric of the world into newly functional objects that are also works of art to be admired. In this second edition of his popular Existential Pleasures of Engineering, Samuel Florman explores how engineers think and feel about their profession. A deeply insightful and refreshingly unique text, this book corrects the myth that engineering is cold and passionless. Indeed, Florman celebrates engineering not only crucial and fundamental but also vital and alive; he views it as a response to some of our deepest impulses, an endeavor rich in spiritual and sensual rewards. Opposing the "anti-technology" stance, Florman gives readers a practical, creative, and even amusing philosophy of engineering that boasts of pride in his craft.
Download or read book Selling Your Product written by and published by . This book was released on 1912 with total page 48 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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 Rosie Revere Engineer written by Andrea Beaty and published by Abrams. This book was released on 2013-09-03 with total page 38 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this beloved New York Times bestselling picture book, meet Rosie Revere, a seemingly quiet girl by day but a brilliant inventor of gizmos and gadgets by night. Rosie dreams of becoming a great engineer, and her room becomes a secret workshop where she constructs ingenious inventions from odds and ends. From hot dog dispensers to helium pants and python-repelling cheese hats, Rosie's creations would astound anyone—if only she'd let them see. But Rosie is afraid of failure, so she hides her inventions under her bed. That is, until her great-great-aunt Rose (also known as Rosie the Riveter) pays her a visit. Aunt Rose teaches Rosie that the first flop isn't something to fear; it's something to celebrate. Failure only truly happens if you quit. And so, Rosie learns to embrace her passion, celebrate her missteps, and pursue her dreams with persistence. This empowering picture book encourages young readers to explore their creativity, persevere through challenges, and celebrate the journey toward achieving their goals. Whether you're a budding engineer or simply love stories of resilience, Rosie Revere, Engineer is a delightful read for all ages. Add this inspiring tale to your family library and discover the magic of celebrating each failure on the road to success. Don’t miss the book that the Duchess of York recently chose to read aloud at a Literally Healing visit to a children’s hospital. For more STEM-themed adventures, check out other titles by Andrea Beaty and David Roberts, including Ada Twist, Scientist, Iggy Peck, Architect, and Rosie Revere and the Raucous Riveters. “Will no doubt inspire conversations with children about the benefits of failure and the pursuit of dreams.” —School Library Journal Check out all the books in the Questioneers Series: The Questioneers Picture Book Series: Iggy Peck, Architect | Rosie Revere, Engineer | Ada Twist, Scientist | Sofia Valdez, Future Prez | Aaron Slater, Illustrator | Lila Greer, Teacher of the Year The Questioneers Chapter Book Series: Rosie Revere and the Raucous Riveters | Ada Twist and the Perilous Pants | Iggy Peck and the Mysterious Mansion | Sofia Valdez and the Vanishing Vote | Ada Twist and the Disappearing Dogs | Aaron Slater and the Sneaky Snake Questioneers: The Why Files Series: Exploring Flight! | All About Plants! | The Science of Baking | Bug Bonanza! | Rockin’ Robots! Questioneers: Ada Twist, Scientist Series: Ghost Busted | Show Me the Bunny | Ada Twist, Scientist: Brainstorm Book | 5-Minute Ada Twist, Scientist Stories The Questioneers Big Project Book Series: Iggy Peck’s Big Project Book for Amazing Architects | Rosie Revere’s Big Project Book for Bold Engineers | Ada Twist’s Big Project Book for Stellar Scientists | Sofia Valdez’s Big Project Book for Awesome Activists | Aaron Slater’s Big Project Book for Astonishing Artists
Download or read book Ideas Influence and Income written by Tanya Hall and published by Greenleaf Book Group. This book was released on 2018-05-27 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: A comprehensive guide to writing, publishing, and launching your book—and monetizing your content Are you considering writing a book to boost your visibility and credibility? Or just trying to figure out how to use the book you already have to build more influence and income? No matter where you are in the process, Ideas, Influence, and Income is your field guide to using a strategic and successful publishing experience as the groundwork for a larger plan to monetize your content. Designed for experts and thought leaders and written by Greenleaf Book Group CEO Tanya Hall, this book will teach you how to • Get clarity on your message and audience • Develop your manuscript and choose a publishing option • Build your author platform and presence through social media, publicity, influencer marketing, and partnerships • Launch your book with the bang that it deserves • Use the content you’ve developed to create new income streams beyond the book These are the tools and strategies Hall has used to launch the 1000+ titles represented by Greenleaf Book Group, an independent publishing company that has made the Inc 500/5000 Fastest Growing Companies in America list seven times. A book is the holy grail of content marketing, and approaching it strategically from the outset ensures a return on the time, energy, and money behind it. Ideas, Influence, and Income is a must-have resource for authors seeking a smarter way to get the most out of publishing.
Download or read book Sell Options Like An Engineer written by Kevin Hamilton and published by Tiblio, Inc.. This book was released on 2020-07-01 with total page 16 pages. Available in PDF, EPUB and Kindle. Book excerpt: A truly great software engineer does not hope for success. A truly great software engineer designs success into their process. In every process, there is the happy path scenario, whatever happens when everything goes right, and then there are many other scenarios. The software has to be written for all scenarios. As such, the methodology presented here discusses all scenarios that can take place after you place a trade and even takes those scenarios into account in the very design of the trades (the strategies). I believe this is the best way to trade options and that this follows the intent of the existence of the options markets to begin with. Everything we do, suggest, or talk about goes with the flow of the markets. Everything is risk defined, and everything is rather low anxiety. This book isn’t about how fast you can react to market changes, or how good you are at adjusting your positions to keep your options out of the money. Use this book to guide you through the methodology that I follow everyday to reduce my cost basis and generate income while I sleep by selling options.
Download or read book How to Sell Technical Equipment and Services written by James R. Hutton and published by PennWell Books. This book was released on 2005-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Much has been written about perfecting sales techniques, but in this new book author James R. Hutton shares his decades of experience in the petroleum industry to help readers master the challenge of industrial sales. In How to Sell Technical Services and Equipment, Hutton covers the many aspects involved in B2B sales, with product knowledge being the key to success. Hutton breaks down the process into separate chapters covering more than 60 different topics ranging from identifying the decision makers and gathering intelligence, to handling unpleasant customers and introducing new products. Sales professionals, sales manager, and senior executives in all industries will find the information found in this book to be invaluable.
Download or read book Sales Engineering written by Bernard Lester and published by . This book was released on 2013-03 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt:
