Description : How To Unleash Your True Sales Potential? It Is Neither Hard Nor Painful& All The Great Salespeople Use It - Yet A Great Majority Of Them Do It Unconsciously. But If You Knew How To Reproduce It - Time And Again? And The Best Part Is - It Lies Hidden In You Right Now, You Need Only To Awaken It. You Will Discover It With The Enlightened Salesperson . It Will Teach You How To Find A Sales Diamond Within You.
Description : PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations (such as Holt Equipment, CDW Corporation, and TransWestern Publishing). Many professors wish to build a foundation for selling that precedes in-depth discussion in the areas of sales strategy and sales techniques. Given that it is often difficult and time-consuming to build realistic cases and role-playing exercises, PROFESSIONAL SELLING provides such content and pedagogy in many of its key features, including Developing Professional Selling Knowledge, Building Professional Selling Skills, and Making Professional Selling Decisions. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Description : Why did Western countries become so much wealthier than the rest of the world? What explains the huge rise in incomes during the Industrial Revolution - and why did Britain lead the way? In the years between the Glorious Revolution and the Great Exhibition, the British economy was transformed. Joel Mokyr's landmark history offers a wholly new perspective for understanding Britain's extraordinary rise during the Industrial Revolution, showing how intellectual, rather than material, forces were the driving force behind it. While empire, trade, resources and other factors all played a part, above all it was the creative ferment of the Enlightenment - with its belief in progress and scientific advancement - that affected the economic behaviour of thinkers, inventors, entrepreneurs and artisans, taking Britain into the modern era. Linking ideas and beliefs to the heart of modern economic growth, The Enlightened Economy will transform the way we view the Industrial Revolution.
Description : Calmness, confidence, and mindfulness are three Zen values that this instructive sales handbook teaches business professionals to integrate into their customer relationships. Essential sales skills such as prospecting, maintaining strong customer service, and managing relationships are complemented by the philosophical tenets of Zen, which reveal how to succeed financially, grow personally, and connect with today's customers. Exploratory exercises and office meditations help professionals include mindfulness in their daily routine. The credibility, trust, and motivation gained by using Zen-based sales techniques offer salespeople, entrepreneurs, executives, and business managers sure methods for developing repeat and referral businesses and building customer relationships.
Description : HOW TO SELL TO AN IDIOT Selling to customers looking to get the most bang for their buckis a difficult feat. The only customers tougher than hagglers arethe ones so uninformed about what they are buying, they don't evenrealize when they are getting the deal of a lifetime. In How to Sell to an Idiot, authors John Hooverand Bill Sparkman show you how to ignore your own inner idiot andstart selling more by doing less of what doesn't work and more ofwhat does. Along with a wealth of proven sales guidance andeffective techniques, you'll learn how to: Use idiot-proof planning and preparation to make prospectingfar more effective Use idiot-speak to connect with prospects and gather vitalinformation that makes selling easy Spice up your sales pitch for faster closings and largersales Wring referrals out of clients like water from a sponge And much more! "Selling is an act of compassion. Sales professionals mustbelieve that their products and services will improve the qualityof their customers' lives. Hoover and Sparkman get that. Sellingmust also be fun-for the salesperson and the customer. How to Sellto an Idiot makes it clear that the first laugh of the day must beat ourselves." —Roger P. DiSilvestro, former Chairman and CEO, Athlon SportsPublishing and coauthor of The Art of ConstructiveConfrontation "How to Sell to an Idiot hits the bull's-eye. Great practicalsteps that will help anyone in sales reach the goal line. Truly acreative approach with fresh new ideas delivered with humor." —Charles S. Dreyer, Director of Sales-Southern CaliforniaCoastal Region, K. Hovnanian Homes, a Fortune 500 company "How to Sell to an Idiot provides an entertaining and creativelook at the formula for sales success. Insightful and fun, you'dhave to be an idiot not to add this book to your resourcelibrary!" —Chip Cummings, international speaker, marketing expert, andauthor of Stop Selling and Start Listening
Description : Experienced franchisees and franchisors tell entrepreneurs what they need to know before they buy a franchise. Second edition includes a sample copy of the entire UFOC plus 40% new and updated examples. This straight-shooting franchise guide goes beyond the “how to” to teach potential franchisees what to expect when starting a franchise. Real life stories from the trenches illustrate how to cope with the difficulties a franchise presents. The author reveals the personality types most likely to succeed at franchising, and identifies entrepreneurial traits that may increase risk of failure. Plus, it takes an in-depth look at the research and investigation of a franchise, something glossed over in most franchise books.
Description : Includes Original Essays & Letters "The more evolved and psychologically healthy people get, the more will enlightened management policy be necessary in order to survive in competition and the more handicapped will be an enterprise with an authoritarian policy."-Abraham Maslow In a world in which each new day brings a new management theory or strategic proposition, the timeless ideas of Abraham Maslow resonate with unimpeachable insight and clarity. Dr. Maslow, the pioneer behind elemental concepts including the hierarchy of needs and the human search for self-actualization, innately understood that the goals and passions that so impact humans in their everyday life could be just as applicable-and his own findings just as valuable-in the work environment. The Maslow Business Reader collects Maslow's essays and letters for his many devoted adherents, and introduces his published and unpublished works to readers unfamiliar with Maslow's management breakthroughs. From recognizing and warning against management's natural progression to mechanize the human organization to brilliant discussions of human motivation, Dr. Maslow never fails to instantly recognize the heart and soul of each matter and provide direct, across-the-board solutions. Abraham Maslow's contributions to behavioral science shine on every page. In notes and articles, as well as personal letters to icons B. F. Skinner, John D. Rockefeller II, and others, The Maslow Business Reader provides his outlook on: * Management and leadership issues such as customer loyalty, entrepreneurship, and the importance of communication * Ways to build a work environment conducive to creativity, innovation, and maximized individual contributions * Techniques for finding comfort in change and ambiguity, and using them to spur creativity and innovation Amid today's impressive technological innovations, business leaders sometimes forget that work is-at its core-a fundamental human endeavor. The Maslow Business Reader reminds us of Dr. Abraham Maslow's towering contribution to the understanding of human behavior and motivation, and how his efforts can lead to a greater understanding of the twenty-first-century workplace-and the workers who call it home. An important analysis of workplace motivation-from the twentieth century's most influential behavioral expert Abraham Maslow is renowned-and rightfully so-for his pioneering work on the hierarchy of needs and the human drive for self-actualization. As today's worker increasingly equates professional success with personal satisfaction and fulfillment, Dr. Maslow's words and ideas have become recognized for their wisdom and prescience on performance improvement and management/employee relationships. The Maslow Business Reader collects Abraham Maslow's most instructive, intuitive thoughts and essays into one important volume. Assembled from the wealth of behavioral research and analysis Dr. Maslow left upon his death in 1970, the enclosed selections reveal a man comfortable with his position in history, tireless in his efforts to better understand what truly makes humans strive to reach their potential, and gifted in his ability to translate the most profound concepts and realities into entertaining, thought-provoking prose. Abraham Maslow is still regarded as the modern world's most articulate, insightful authority on human behavior and motivation. Discover his beliefs and conclusions on worker drives and motivations-as applicable today as when they were first written-in The Maslow Business Reader.
Description : National and international salespeople experience a variety of difficulties in the course of their profession, but they don’t get much understanding from the public. In this personal account, Marvin Rubinstein looks back at a career traveling from city to city and country to country trying to make a buck in this eye-opening account of what it’s reallylike to be in the sales business. Even if you’re a salesperson sitting in a comfortable chair and calling people on the phone, you can find entertainment and valuable lessons in this instructive narrative. You’ll discover • tips on converting prospects into customers; • guidance on avoiding cultural missteps; • advice on making air travel cheaper and more comfortable; and • ground rules for meeting friendly members of the opposite sex (if you’re in that market). Part memoir, part travelogue, and part sales guide, Rubinstein’s story recalls the wide range of trials, tribulations, opportunities, and disappointments that he experienced during his lifetime of sales adventure.