Download or read book Value Chain Finance written by Lucian Peter Christoph Peppelenbos and published by Kit Pub. This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Value Chain Finance is a solution to such dilemmas.

Download or read book Employment in Metropolitan Areas written by United States. Bureau of Labor Statistics and published by . This book was released on 1947 with total page 126 pages. Available in PDF, EPUB and Kindle. Book excerpt:

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 Sustaining Change in Universities written by Burton R. Clark and published by Open University Press. This book was released on 2004 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this work, Burton R. Clark uses case studies from 14 innovative institutions to propose a new conceptual framework offering original insights into ways of initiating and sustaining change in universities.

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 Apple Inc written by Jason D. O'Grady and published by Bloomsbury Publishing USA. This book was released on 2008-12-30 with total page 201 pages. Available in PDF, EPUB and Kindle. Book excerpt: Two guys named Steve, working in a garage, created a prototype computer designed to be different in a way no one thought possible: It would be easy to use. Those two Steves, one now a billionaire and still at the head of Apple, not only succeeded with that product, but they also broke ground in the business world in ways few thought possible: They proved you could not only have fun at work, but pursuing a capitalist dream could be hip. How did Apple do it? How did it go from making computers that made a difference but not much of a dent in the overall market to creating a device (the iPod) and a music service (iTunes) that has changed the way we buy and experience music? And how did the Macintosh and its successors capture the hearts and minds of computer users so deeply that being a Mac person makes you a member of a special club? That's what this book is all about. As author Jason D. O'Grady shows, Apple is a rare company—one that is not afraid to think about a future that does not exist and turn it into reality. Critics have written Apple off time and again, yet it rises from the ashes to astound the critics and delight its customers. That's not luck or happenstance—it's vision, dedication, and persistence. Besides delighting Apple aficionados, this book will inspire students eager to launch a business career or work in the technology sector. Apple has never been afraid to chart its own path, and readers will learn what makes the company tick.

Download or read book The Research System in Transition written by Susan E. Cozzens and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 391 pages. Available in PDF, EPUB and Kindle. Book excerpt: On a mountainside in sunny Tuscany, in October 1989, 96 people from 23 countries on five continents gathered to learn and teach about the problems of managing contemporary science. The diversity of economic and political systems represented in the group was matched by our occupations, which stretched from science policy practitioners, through research scientists and engineers, through academic observers of science and science policy. It was this diversity, along with the opportunities for infonnal discussion provided by long meals and remote location, that made the conference a special learning experience. Except at lecture time, it was impossible to distinguish the "students" at this event from the "teachers," and even the most senior members of the teaching staff went away with a sense that they had learned more from this group than from many a standard conference on science policy they had attended. The flavor of the conference experience cannot be captured adequately in a proceedings volume, and so we have not tried to create a historical record in this book. Instead, we have attempted to illustrate the core problems the panicipants at the conference shared, discussed, and debated, using both lectures delivered by the fonnal teaching staff and summaries of panel discussions, which extended to other panicipants and therefore increased the range of experiences reponed.

Download or read book Mixed Race Studies written by Jayne O. Ifekwunigwe and published by Routledge. This book was released on 2015-03-24 with total page 362 pages. Available in PDF, EPUB and Kindle. Book excerpt: Mixed race studies is one of the fastest growing, as well as one of the most important and controversial areas in the field of race and ethnic relations. Bringing together pioneering and controversial scholarship from both the social and the biological sciences, as well as the humanities, this reader charts the evolution of debates on 'race' and 'mixed race' from the nineteenth to the twenty-first century. The book is divided into three main sections: tracing the origins: miscegenation, moral degeneracy and genetics mapping contemporary and foundational discourses: 'mixed race', identities politics, and celebration debating definitions: multiraciality, census categories and critiques. This collection adds a new dimension to the growing body of literature on the topic and provides a comprehensive history of the origins and directions of 'mixed race' research as an intellectual movement. For students of anthropology, race and ethnicity, it is an invaluable resource for examining the complexities and paradoxes of 'racial' thinking across space, time and disciplines.

Download or read book Value Proposition Design written by Alexander Osterwalder and published by John Wiley & Sons. This book was released on 2015-01-28 with total page 323 pages. Available in PDF, EPUB and Kindle. Book excerpt: The authors of the international bestseller Business Model Generation explain how to create value propositions customers can’t resist Value Proposition Design helps you tackle the core challenge of every business — creating compelling products and services customers want to buy. This highly practical book, paired with its online companion, will teach you the processes and tools you need to create products that sell. Using the same stunning visual format as the authors’ global bestseller, Business Model Generation, this sequel explains how to use the “Value Proposition Canvas” to design, test, create, and manage products and services customers actually want. Value Proposition Design is for anyone who has been frustrated by new product meetings based on hunches and intuitions; it’s for anyone who has watched an expensive new product launch fail in the market. The book will help you understand the patterns of great value propositions, get closer to customers, and avoid wasting time with ideas that won’t work. You’ll learn the simple process of designing and testing value propositions, that perfectly match customers’ needs and desires. In addition the book gives you exclusive access to an online companion on Strategyzer.com. You will be able to assess your work, learn from peers, and download pdfs, checklists, and more. Value Proposition Design is an essential companion to the ”Business Model Canvas” from Business Model Generation, a tool embraced globally by startups and large corporations such as MasterCard, 3M, Coca Cola, GE, Fujitsu, LEGO, Colgate-Palmolive, and many more. Value Proposition Design gives you a proven methodology for success, with value propositions that sell, embedded in profitable business models."

Download or read book Territory written by David Delaney and published by John Wiley & Sons. This book was released on 2008-04-15 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: This short introduction conveys the complexities associated with the term "territory" in a clear and accessible manner. It surveys the field and brings theory to ground in the case of Palestine. A clear and accessible introduction to the complexities associated with the term "territory". Provides an interdisciplinary survey of the many strands of research in the field. Addresses specific areas including interpretations of territorial structures; the relationship between territoriality and scale; the validity and fluidity of territory; and the practical, social processes associated with territorial re-configurations. Stresses that our understanding of territory is inseparable from our understanding of power. Uses Israel/Palestine as an extended illustrative case study. The author’s strong legal and geographical background gives the work an authoritative perspective.

Download or read book Handicapping America written by Frank Bowe and published by HarperCollins Publishers. This book was released on 1978 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes America's shameful neglect of one out of every six of her citizens who has a physical, mental, or emotional disability and discusses the right of the disabled to jobs, transportation, and full participation in the democracy.

Download or read book History of Special Education written by Anthony F. Rotatori and published by Emerald Group Publishing. This book was released on 2011-01-25 with total page 389 pages. Available in PDF, EPUB and Kindle. Book excerpt: Examines the history of special education by categorical areas (for example, Learning Disabilities, Mental Retardation, and Autistic Spectrum Disorders). This title includes chapters on the changing philosophy related to educating students with exceptionalities as well as a history of legal and legislation content concerned with special education.

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 Guidelines Manual written by United States Sentencing Commission and published by . This book was released on 1996-11 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Global Administrative Law written by Javier Robalino Orellana and published by Cameron May, Limited. This book was released on 2010 with total page 398 pages. Available in PDF, EPUB and Kindle. Book excerpt:

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