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  • English  (14)
  • 2010-2014  (14)
  • 1990-1994
  • New York : AMACOM  (14)
  • Wirtschaft  (14)
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  • English  (14)
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  • 1
    Online Resource
    Online Resource
    Own your future : how to think like an entrepreneur and thrive in an unpredictable economy (2014)
    New York : AMACOM
    Details
    ISBN: 9780814434109 , 081443410X , 0814434096 , 9780814434093 , 9780814434093
    Language: English
    Pages: 1 Online-Ressource (239 pages)
    DDC: 658.4/09
    Keywords: Career development ; Entrepreneurship ; Success in business ; Success ; BUSINESS & ECONOMICS / Industrial Management ; BUSINESS & ECONOMICS / Management ; BUSINESS & ECONOMICS / Management Science ; BUSINESS & ECONOMICS / Organizational Behavior ; Career development ; Entrepreneurship ; Success in business ; Wirtschaft ; Career development ; Success in business ; Entrepreneurship
    Note: Cover; CONTENTS; PREFACE; INTRODUCTION: "We Love the Idea. It's Just Too Darn Depressing to Publish."; SECTION I: DID THE EARTH MOVE? YES. IT DID.; CHAPTER 1: Why Everyone Will Have to Become an Entrepreneur; CHAPTER 2: What Happened?; CHAPTER 3: Don't Bring a Knife to a Gunfight; SECTION II: GET OUT OF THE HEADLIGHTS, DEAR; CHAPTER 4: Begin Moving Toward What You Want; CHAPTER 5: Obstacles Welcome; SECTION III: WHERE DO YOU WANT TO GO?; CHAPTER 6: Choosing Between Love and Money; CHAPTER 7: Creating Your Own Job , SECTION IV: YOU DON'T HAVE TO BE AN ENTREPRENEUR (HOW TO THINK AND ACT ENTREPRENEURIALLY WITHOUT STARTING A BUSINESS)CHAPTER 8: Practice Outside of Work; CHAPTER 9: Using the Act. Learn. Build. Repeat. (ALBR) Model to Find a Job; CHAPTER 10: You Must Remember This: Concluding Thoughts; APPENDIX A: Teaching the ALBR Model; APPENDIX B: Using ALBR in the Public Sector; INDEX; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y; Z; ABOUT THE AUTHORS; FREE SAMPLE CHAPTER FROM THE ECONOMY OF YOU BY KIMBERLY PALMER. , It used to be that if you studied and worked hard, you could be assured of an extremely satisfying career. But in a world of constant layoffs and dying industries, it has become increasingly difficult to ""plan"" your way to success. Own Your Future shows how to apply the same approach successful entrepreneurs use to maneuver in an unpredictable economy. Instead of picturing your perfect career and working backwards, simply begin with the direction you want to go and take a small step. Then evaluate the lessons you learn from that first step, build on them, and take another step in your desire
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  • 2
    Online Resource
    Online Resource
    The Art of War for Small Business : Defeat the Competition and Dominate the Market with the Masterful Strategies of Sun Tzu (2014)
    New York : AMACOM
    Details
    ISBN: 9780814433829 , 0814433820 , 0814433812 , 9780814433812
    Language: English
    Pages: 1 Online-Ressource (255 pages)
    DDC: 658.4/012
    Keywords: Leadership ; Small business / Management ; Strategic planning ; BUSINESS & ECONOMICS / Industrial Management ; BUSINESS & ECONOMICS / Management ; BUSINESS & ECONOMICS / Management Science ; BUSINESS & ECONOMICS / Organizational Behavior ; Leadership ; Small business / Management ; Strategic planning ; Führung ; Wirtschaft ; Small business Management ; Strategic planning ; Leadership
    Note: Cover; Contents; Acknowledgments; Introduction; PART 1-SEIZE THE ADVANTAGE WITH SUN TZU; 1. About Sun Tzu and The Art of War; 2. The Power of Applying The Art of War for Small Business; PART 2-UNDERSTANDING: ESSENTIAL SUN TZU; 3. Understand Yourself; 4. Understand the Enemy; 5. Understand the Market; 6. Sun Tzu for Customers and Business Alliances; PART 3-PRINCIPLES FOR THE BATTLEFIELD; 7. Embody the General; 8. Perseverance; 9. Focus; 10. Unity; PART 4-ADVANCED SUN TZU: STRATEGY FOR YOUR SMALL BUSINESS; 11. Maneuvering; 12. Adaptation; 13. Spirit; 14. Deception , 15. Sun Tzu and the Future of Your BusinessAppendix: Key Sun Tzu Passages for Small Business; Notes; Bibliography; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y; Z; About the Author; Free Sample Chapter from Do It! Marketing , Written in China more than 2,000 years ago, The Art of War has inspired military, political, and business leaders across the world with its brilliant strategies for prevailing against opponents. At the core of this classic treatise is the message that sledgehammer approaches can backfire, and size alone does not guarantee wins. Strategy, positioning, planning, leadership--all play equally significant roles, making Sun Tzu's teachings perfect for small business owners and entrepreneurs entrenched in fierce competition for customers, market share, talent ... for their very survival. The Art of War , Includes bibliographical references and index
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  • 3
    Online Resource
    Online Resource
    The elements of résumé style : essential rules for writing résumés and cover letters that work (2014)
    New York : AMACOM
    Details
    ISBN: 9780814433942 , 0814433944
    Language: English
    Pages: 1 Online-Ressource (176 pages)
    Edition: 2nd ed
    DDC: 650.14/2
    Keywords: BUSINESS & ECONOMICS / Management ; BUSINESS & ECONOMICS / Reference ; BUSINESS & ECONOMICS / Skills ; Résumés (Employment) ; Cover letters ; Wirtschaft ; Résumés (Employment) ; Cover letters
    Note: Cover; title; copyright; contents; preface to the second edition; introduction: writers make choices; why sometimes you can do everything right and still get no invitation to an interview; pay attention to items within your control; less is more; twelve things you can do without; 1. common concerns; are you sure of where you want to work?; are you sure of what you want to do?; move beyond your dreamkillers; résumé length; chronological or functional résumé?; employment gaps; include interim jobs?; self-employment; job hopping; what about social media? , 2. presentation: the reader sees more than wordspaper; ink; margins; spacing; font; boldface; italics; all caps; underlining; save as . . .; 3. even the simplest items send messages to the reader; your name; your address; your phone number; your fax number; your e-mail address; your e-mail signature; 4. sell your skills and experience-always with the reader in mind; goal section?; goal vs. objective; executive summary section?; give readers a reason to believe; education or work experience section first?; ""work experience"" vs. ""professional experience""; position descriptions/blurbs , Sentences/action statementsverbs/action words; volunteer experience section; education section; inventions, published works, seminars section; software skills section; language skills section; memberships section; references statement?; personal information section?; artwork, photos, decorative borders, and line art; 5. deliver your message the right way to the right places; sending your résumé; job/career fairs and reverse job/career fairs; responding to blind ads; thinking outside the cubicle; 6. cover letters; cover letters in general; sample response letter , The unsung hero of the job search: the inquiry lettersample inquiry letter; informational interview request letter; sample informational interview request letter; 7. the final three pre-interview items: salary requirements, salary history, references; request for salary requirements; request for salary history; elements of compensation for salary history; references; 8. marketing to yourself; 9. bonus interview chapter, by popular demand: scott, my résumé worked! now what?!; physical prep; mental prep; read up and then meet up; are you ready for your close-up?; after the interview , Conclusion: you're the carpenterappendices; a. more examples of effective position descriptions/blurbs; b. a special note to homemakers; c. a special note to veterans; d. a special note to ex-offenders; e. a special note to people in recovery; index; about the author; free sample chapter from acing the interview , It's amazing the misinformation found in most résumé books! Scott Bennett has hired hundreds of people in a variety of industries, and he knows firsthand what kind of résumé sparks an employer's interest-and which ones fail. In The Elements of Résumé Style, he warns against popular "tricks" that tend to backfire-and instead shows readers how to craft clear, compelling, targeted résumés and cover letters that lead to real jobs
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  • 4
    Online Resource
    Online Resource
    Marketing (2014)
    New York : AMACOM
    Details
    ISBN: 9780814434222 , 0814434223 , 9780814434215
    Language: English
    Pages: 1 Online-Ressource (120 pages)
    Series Statement: Brian Tracy success library
    DDC: 658.8
    Keywords: Customer service ; Marketing ; Sales promotion ; BUSINESS & ECONOMICS / Industrial Management ; BUSINESS & ECONOMICS / Management ; BUSINESS & ECONOMICS / Management Science ; BUSINESS & ECONOMICS / Organizational Behavior ; Marketing ; Wirtschaft ; Marketing
    Note: Cover; Contents; Introduction; 1 The Purpose of a Business; 2 Four Approaches to Successful Marketing; 3 Three Key Questions in Marketing; 4 Market Research and Market Intelligence; 5 Customer-Focused Marketing; 6 Why People Buy; 7 Competitive Analysis; 8 Achieving Competitive Advantage; 9 The Marketing Mix; 10 Positioning Strategies; 11 Four Principles of Marketing Strategy; 12 Choosing the Battlefield; 13 Military Principles of Marketing Strategy; 14 Marketing Tactics of Diversion and Dissuasion; 15 Practice the "Firstest with the Mostest" Strategy , 16 Use the "Hit 'Em Where They Ain't" Strategy17 Dominate a Market Niche; 18 Creative Marketing Growth Strategies; 19 Utilize Other Ways to Sell; 20 The Bundle of Resources Concept; 21 Four Ways to Change Your Business; Summary and Conclusion; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; W; Z; About the Author , The success or failure of your business depends on the success or failure of your marketing efforts. If you can identify what your customers want, need, and can afford--and then give it to them--you will achieve outstanding results. Filled with Brian Tracy's trademark wisdom, this indispensable guide shows you how to build your customer base; set yourself apart from the competition; determine the correct price point; use market research and focus groups; make the most of distribution channels; master the concepts of specialization, differentiation, segmentation, and concentration; fulfill a ba
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  • 5
    Online Resource
    Online Resource
    What keeps leaders up at night : recognizing and resolving your most troubling management issues (2013)
    New York : AMACOM
    Details
    ISBN: 9780814432143 , 081443214X , 1299620078 , 9781299620070 , 9780814432099
    Language: English
    Pages: 1 Online-Ressource (xiv, 272 pages)
    Edition: 1st ed
    DDC: 658.4/092
    Keywords: BUSINESS & ECONOMICS / Leadership ; Communication / Psychological aspects ; Leadership / Psychological aspects ; Supervision of employees ; Führung ; Psychologie ; Wirtschaft ; Leadership Psychological aspects ; Supervision of employees ; Communication Psychological aspects
    Note: Includes bibliographical references and index , "No matter how many initiatives you spearhead or how hard you think about decisions, you will make the occasional management misstep. All leaders do. You can lie awake at night questioning yourself or you can read this book. The book examines engagement, motivation, expectation, emotions, interpersonal and group dynamics--all the psychological principles that play pivotal roles in the workplace. Featuring illuminating examples and exercises, What Keeps Leaders Up at Night shines a bright light into the dark corners where all leaders struggle with their own shortcomings."--Jacket , Acknowledgments -- Introduction -- I'm a good boss : so why do I sometimes act like a bad one? -- Why don't people heed my sage advice? -- Why do I lose my cool in hot situations? -- Why does a good fight sometimes go bad? -- Why can ambition sabotage success? -- Why do people resist change? -- Why do good teams go bad? -- What causes a star to fade? -- References -- Index
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  • 6
    Online Resource
    Online Resource
    DO IT! Marketing : 77 Instant-Action Ideas to Boost Sales, Maximize Profits, and Crush Your Competition (2013)
    New York : AMACOM
    Details
    ISBN: 9780814432877 , 0814432875 , 9780814432860 , 0814432867
    Language: English
    Pages: 1 Online-Ressource
    DDC: 658.8
    Keywords: BUSINESS & ECONOMICS / Distribution ; BUSINESS & ECONOMICS / Marketing / General ; Marketing ; Marketing / Management ; Small business marketing ; Wirtschaft ; Small business marketing ; Marketing Management ; Marketing
    Note: Includes bibliographical references and index
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  • 7
    Online Resource
    Online Resource
    Harvesting intangible assets : uncover hidden revenue in your company's intellectual property (2012)
    New York : AMACOM
    Details
    ISBN: 9780814417003 , 0814417000 , 128331956X , 9781283319560
    Language: English
    Pages: 1 Online-Ressource (xviii, 270 Seiten)
    Parallel Title: Erscheint auch als
    Parallel Title: Erscheint auch als
    DDC: 658.4038
    Keywords: Business ; BUSINESS & ECONOMICS / Corporate Governance ; BUSINESS & ECONOMICS / Leadership ; BUSINESS & ECONOMICS / Organizational Development ; BUSINESS & ECONOMICS / Workplace Culture ; BUSINESS & ECONOMICS / Information Management ; BUSINESS & ECONOMICS / Knowledge Capital ; Intellectual capital ; Knowledge management ; Führung ; Wirtschaft ; Intellectual capital ; Knowledge management
    Description / Table of Contents: The intellectual capital agrarian -- Planting the seeds: fostering a culture of innovation -- Irrigating the field: embracing intrapreneurship -- Caring for the fruits of the harvest: intellectual asset management (IAM) -- Building fences to protect your turf: developing a legal strategy -- Separating the wheat from the chaff: readying crops for the market -- Bringing the crops to the marketplace: an overview of strategic alternatives -- Harvesting the power of intellectual capital leveraging: cooperatives, customers, channel partners, licensing, joint ventures, and franchising -- The global intellectual asset frontier -- The future of innovation -- Directory of licensing resources, exchanges, and agents
    Description / Table of Contents: Whether you call it harvesting intangible assets or intellectual property management, organizations must make the most of everything they have to offer if they want to remain competitive. Yet, the majority of companies are oblivious to the wealth of revenue-producing opportunities hiding just below the strategic surface. In this thought-provoking book, author Andrew J. Sherman shares insights and expertise gleaned from his work with some of the world's leading companies who have capitalized on intellectual assets such as patents, trademarks, customer information, software codes, databases, etc
    Description / Table of Contents: Includes bibliographical references and index
    Note: Includes index
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  • 8
    Online Resource
    Online Resource
    Enterprise project governance : a guide to the successful management of projects across the organization (2012)
    New York : AMACOM
    Details
    ISBN: 9780814417478 , 0814417477 , 9780814417461 , 0814417469 , 9781283688451 , 128368845X , 8144017463
    Language: English
    Pages: 1 Online-Ressource (xiv, 271 pages)
    DDC: 658.4/04
    Keywords: BUSINESS & ECONOMICS / Project Management ; TECHNOLOGY & ENGINEERING / Project Management ; Project management ; Strategic planning ; Wirtschaft ; Project management ; Strategic planning
    Note: Includes bibliographical references (pages 239-252) and index , Introduction to enterprise project governance -- The essence of enterprise project governance -- Linking strategy to portfolio -- Risk management : dealing with uncertainty -- Project portfolio management : right combination of right projects -- Turning strategy into reality -- Organizing for enterprise project governance -- Stakeholder management and the pivotal role of the sponsor -- EPG performance : beyond time, cost and quality -- EPG in mega-projects, joint-ventures and alliances -- EPG for different types of projects -- The ePG plan : a roadmap to transformation and success -- Challenges and roadblocks
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  • 9
    Online Resource
    Online Resource
    The First-Time Manager (2012)
    New York : AMACOM
    Details
    ISBN: 9780814417843 , 0814417841
    Language: English
    Pages: 1 Online-Ressource (241 pages)
    Edition: 6th ed
    DDC: 658.302
    Keywords: Business ; BUSINESS & ECONOMICS / Human Resources & Personnel Management ; BUSINESS & ECONOMICS / Workplace Culture ; Office management ; Supervision of employees ; Wirtschaft ; Supervision of employees ; Office management ; Berufsanfänger ; Führungskraft ; Ratgeber ; Führungskraft ; Berufsanfänger
    Note: Preface to the Sixth Edition; Acknowledgments; Introduction; PART ONE: SO YOU'RE GOING TO MANAGE PEOPLE; 1. The Road to Management; 2. Starting Out; 3. Building Trust and Confidence; 4. Show Your Appreciation; 5. Being an Active Listener; 6. The New Manager's Job and Pitfalls to Avoid; 7. Dealing with Your Superiors; 8. Choosing a Managerial Style of Your Own; PART TWO: TACKLING YOUR NEW DUTIES; 9. Building a Team Dynamic; 10. Managing Problem Employees; 11. Hiring and Interviewing; 12. Training Team Members; 13. Managing Change: Dealing with Resistance , 14. Disciplining the Employee15. ''Oh My God! I Can't Fire Anyone!''; 16. Having a Legal Awareness; PART THREE: WORKING WITH PEOPLE, BUILDING RELATIONSHIPS, AND MANAGING RISKS; 17. No Secrets; 18. The Human Resources Department; 19. The Current State of Loyalty; 20. Is There Such a Thing as Motivation?; 21. Understanding Risk Inclination; 22. Encouraging Initiative and Innovation; 23. Improving Outcomes; 24. The Generation Gap; PART FOUR: JOB DESCRIPTIONS, PERFORMANCE APPRAISALS, AND SALARY ADMINISTRATION; 25. Writing Job Descriptions; 26. Doing Performance Appraisals , 27. Salary AdministrationPART FIVE: IMPROVING AND DEVELOPING YOURSELF; 28. Having Emotional Intelligence; 29. Developing a Positive Self-Image; 30. Managing Your Own Time; 31. The Written Word; 32. The Grapevine; 33. Your Best Friend: Delegation; 34. A Sense of Humor; 35. Managing, Participating in, and Leading Meetings; 36. Taking Center Stage: The Role of Public Speaking in Your Career; PART SIX: THE COMPLETE PERSON; 37. Coping with Stress; 38. Having Balance in Your Life; 39. A Touch of Class; Conclusion; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y. , What's a rookie manager to do? Faced with new responsibilities, and in need of quick, dependable guidance, novice managers can't afford to learn by trial and error. The First-Time Manager is the answer, dispensing the bottom-line wisdom they need to succeed. A true management classic, the book covers essential topics such as hiring and firing, leadership, motivation, managing time, dealing with superiors, and much more. Written in an inviting and accessible style, the revised sixth edition includes new material on increasing employee engagement, encouraging innovation and initiative, helping team members optimize their talents, improving outcomes, and distinguishing yourself as a leader
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  • 10
    Online Resource
    Online Resource
    Lead with purpose : giving your organization a reason to believe in itself (2012)
    New York : AMACOM
    Details
    ISBN: 9780814417393 , 0814417396
    Language: English
    Pages: 1 Online-Ressource (xiii, 207 pages)
    DDC: 658.4/092
    Keywords: Business ; BUSINESS & ECONOMICS / Leadership ; Employee motivation ; Leadership ; Organizational behavior ; Führung ; Wirtschaft ; Leadership ; Employee motivation ; Organizational behavior
    Note: Includes bibliographical references and index , Ask any leader: What would you give to have an entire company full of committed employees willing to go the extra mile? For all your people to work together as a unified force, knowing exactly what they do, and why they do it? Featuring illuminating stories, interviews, and profiles of leaders from a variety of fields, Lead with Purpose shows readers how to take their organizations to the next level with renewed focus and improved direction. The book gives readers practical tips and techniques to instill a sense of ownership and to ensure that organizational purpose is understood and acted upon , Lead for purpose -- Inspire purposeful people -- Make ambiguity comfortable by clarifying purpose -- Turn purpose into great results -- How strong purpose makes it safe to fail (as well as to prevail) -- Develop the next generation of purposeful leaders -- Steel your own purpose
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  • 11
    Online Resource
    Online Resource
    Powerful phrases for effective customer service : over 700 ready-to-use phrases and scripts that really get results (2012)
    New York : AMACOM
    Details
    ISBN: 9780814420331 , 0814420338 , 9780814420324 , 081442032X
    Language: English
    Pages: 1 Online-Ressource (x, 294 pages)
    DDC: 658.8/12014
    Keywords: BUSINESS & ECONOMICS / Customer Relations ; Business communication ; Customer relations ; Customer services ; Customer services ; Customer services / Terminology ; Customer relations ; Business communication ; Wirtschaft ; Customer services ; Customer services Terminology ; Customer relations ; Business communication
    Note: Phenomenal customer service can't be put into words. Or can it? Let's face it, dealing with customers isn't easy. They aren't always right--or even pleasant--but knowing the right words to use can make all the difference. Powerful Phrases for Effective Customer Service shares over 700 phrases and scripts that have been proven time and again to defuse even the most difficult interactions. Covering 30 challenging customer behaviors and 20 tough employee-caused situations, this indispensable reference makes it easy for readers to assess the circumstances, find the appropriate response, and confidently deliver satisfaction to every customer. In addition, readers will learn how to incorporate language into their daily routine that communicates welcome, courtesy, rapport, enthusiasm, assurance, regret, empathy, and appreciation. Every chapter includes helpful Do This! sample scenarios that bring the phrases to life as well as Why This Works sections that provide detailed explanations. Practical and insightful, Powerful Phrases for Effective Customer Service ensures that employees will never again be at a loss for words when dealing with customers.-- , Cover; Title; Copyright; CONTENTS; Introduction; PART I: Powerful Phrases + Actions = Successful Customer Interactions; 1 Communicating Powerful Phrases; Don't Do This!; Why This Doesn't Work; Phrases of Welcome; Phrases of Courtesy; Phrases of Rapport; Phrases of Enthusiasm; Phrases of Assurance; Phrases of Empathy; Phrases of Regret; Phrases of Appreciation; Do This!; Why This Works; 2 Actions That Enhance Powerful Phrases; Don't Do This!; Why This Doesn't Work; Attentiveness Is Job Number 1; A Positive Attitude Is Everything; Tone of Voice and Body Language Communicate Volumes , Ethical Behavior MattersEnergy Level Keeps You Level Headed; Calming Techniques Keep You in Control; Do This!; Why This Works; PART II: Powerful Phrases and Scripts for Every Situation; 3 Powerful Phrases for Typical Customer Interactions; MEET AND GREET; Step 1: Make a Great First Impression; Step 2: Greet the Customer; UNDERSTAND AND ASSIST; Step 3: Understand the Customer's Request; Step 4: Assist the Customer; AGREE AND ACKNOWLEDGE; Step 5: Gain Agreement; Step 6: Acknowledge the Customer; 4 Powerful Phrases for Challenging Customer Behaviors; What to Do When the Customer Is Agitated , What to Do When the Customer Is AngryWhat to Do When the Customer Is Combative; What to Do When the Customer Is Condescending; What to Do When the Customer Is Confused; What to Do When the Customer Is a Deal Maker; What to Do When the Customer Is Demanding; What to Do When the Customer Is Demeaning (to You Personally); What to Do When the Customer Is Dismissive; What to Do When the Customer Is Dissatisfied (with You or Your Company); What to Do When the Customer Is Freaking Out; What to Do When the Customer Is Grumbling; What to Do When the Customer Is Harassing You , What to Do When the Customer Is ImpulsiveWhat to Do When the Customer is Indecisive; What to Do When the Customer Is Intoxicated; What to Do When the Customer Is Melodramatic; What to Do When the Customer Is Mentally Unstable; What to Do When the Customer Is Noncommunicative; What to Do When the Customer Is Obnoxious; What to Do When the Customer Is Overly Analytical; What to Do When the Customer Is Overly Friendly; What to Do When the Customer Is Pessimistic; What to Do When the Customer Is Pushy; What to Do When the Customer Is Self-Righteous; What to Do When the Customer Is Shy , What to Do When the Customer Is StressedWhat to Do When the Customer Is Swearing; What to Do When the Customer Is Threatening; What to Do When the Customer Is Wary; 5 Powerful Phrases for Challenging Employee Situations; What to Do When You Made a Poor First Impression; What to Do When You Can't Understand Your Customer; What to Do When You Stereotype a Customer; What to Do When Interacting with a Customer Who Is Disabled; What to Do When You Make a Mistake; What to Do When Another Employee Makes a Mistake; What to Do When You Have No Clue What to Do
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  • 12
    Online Resource
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    Proactive selling : control the process--win the sale (2012)
    New York : AMACOM
    Details
    ISBN: 0814431925 , 9780814431924 , 9780814431962 , 0814431968
    Language: English
    Pages: 1 Online-Ressource (pages cm)
    Edition: 2nd ed
    DDC: 658.85
    Keywords: BUSINESS & ECONOMICS / Distribution ; BUSINESS & ECONOMICS / Marketing / General ; Purchasing / Decision making ; Relationship marketing ; Selling / Psychological aspects ; Psychologie ; Wirtschaft ; Selling Psychological aspects ; Relationship marketing ; Purchasing Decision making
    Note: Includes bibliographical references and index , Don't use "cookie-cutter" techniques ... The key to making sales is thinking like the customer , Cover; Contents; Preface; Acknowledgments; Chapter 1: ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead; Tool-Based ProActive Selling; The Customer's Perspective; What Is a Buy/Sell Process?; TOWARDS/AWAY[sup(Tool)]; Matching the Sell Process to the Buy Process; The Length of a Sales Cycle; Why Follow a Process?; Chapter 2: The Buy/Sell Cycle Differences; Feature/Benefit/Value Selling vs. Feature/Benefit Selling; Feature/Benefit/Value[sup(Tool)]; The Split; Cause/Effect[sup(Tool)]; Chapter 3: The Language of Value; Speak the Right Language , Three Languages[sup(Tool)]The Five Ways of Creating Value; ValueStar[sup(Tool)]; TimeZones[sup(Tool)]; Chapter 4: Initiate; Goals of Initiate; Homework Before the Sale; Initial Sales Calls: Overcoming the Fear of Prospecting; The Prospector's Perspective; The Prospect's Perspective-Something to Keep in Mind; Chapter 5: How to Begin and End Every Sales Call; Goal 1: Introduce Yourself-The Beginning; The 30-Second Speech[sup(Tool)]; Flip[sup(Tool)]; Goal 2: Introduce Your Product/Service-The Middle; Goal 3: Do We Continue on Through a Buy/Sell Process?-The End , Summarize, Bridge, and Pull[sup(Tool)]Chapter 6: Additional Sales Call Introductions; Voice Mail; 20-Second Help Speech[sup(Tool)]; 20-Second Pattern Interrupt Speech[sup(Tool)]; E-Mails; Beyond the First Call; 30-Second Speech: Second Call and Beyond[sup(Tool)]; Chapter 7: Control the Middle and the End; Turn Sales Education into ProActive Sales Presentations; Ask 'em/Tell 'em/Ask 'em[sup(Tool)]; It's All About ME!; The Danger in the Unspoken Feature; The Right Order; GAP Chart[sup(Tool)]; Road Map to the Deal; SalesMap[sup(Tool)]; Chapter 8: Educate the Customer Using Two-Way Learning , Creating Value EarlyGetting Their Attention; Selling Solutions and Finding Trains; Solution Box[sup(Tool)]; Finding Trains[sup(Tool)]; Chapter 9: Qualify: Not a Phase but a Process; Qualification and Disqualification Skills; How You Should Spend Your Time; Qualifying Goals; MMM: The Qualification Process; The Seven Questions; Implementation Date[sup(Tool)]; BBB-Buyers Buy Backwards[sup(Tool)]; PPPII[sup(Tool)]; Three Levels of Why[sup(Tool)]; MMM: The Seven Questions Reviewed; Chapter 10: Validate; The ProActive Initiation of Transfer of Ownership; It's Validation, Not Education! , Let the Buyer Drive: ProActively Inducing the Transfer of OwnershipTimeDemo[sup(Tool)]; Homework Assignments; Gives/Gets[sup(Tool)]; Chapter 11: Justify; Reasons for Justification: Institutional and Individual; Helping the Customer Justify; The Implementation Plan[sup(Tool)]; The Drop/Push/Pull[sup(Tool)]; CliffDive[sup(Tool)]; STT-Short-Term Transfer[sup(Tool)]; Chapter 12: The Skill of Closing the Deal; What Is a Close?; Defining the Process; Use the Tools; The Real Art of Closing Is in the Definition: Think Like a Buyer; Celebrate Success; Chapter 13: Using Technology to Sell
    URL: Volltext
    URL: https://learning.oreilly.com/library/view/-/9780814431924/?ar
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  • 13
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    The diversity index : the alarming truth about diversity in corporate America and what can be done about it (2011)
    New York : AMACOM
    Details
    ISBN: 9780814416501 , 0814416500 , 9780814416495 , 0814416497
    Language: English
    Pages: 1 Online-Ressource (294 pages)
    DDC: 658.7008
    Keywords: Executives ; Business ; BUSINESS & ECONOMICS / Industrial Management ; BUSINESS & ECONOMICS / Management ; BUSINESS & ECONOMICS / Management Science ; BUSINESS & ECONOMICS / Organizational Behavior ; Diversity in the workplace ; Executives ; Wirtschaft ; Diversity in the workplace ; Executives ; USA
    Note: Includes bibliographical references and index , The diversity buffet -- Merck's deliberate strategy : just do it -- A plan for progress -- The reality of change must accompany the rhetoric of change -- The cost of exclusion -- Scaling up : creating a minority supply chain -- No room at the top -- Affinity groups plans for progress for employees -- Importing the important people -- A new plan for progress , As we mark the 50th anniversary of President Kennedy's Executive Order calling for a thoroughly integrated workplace, it's time to assess which corporations have contributed the most to this advancement and which have not. While it's true that more women and minorities can be found at the top of many corporations, troubling patterns have emerged. The partial application of diversity has resulted in the formation of a persistent white ceiling in corporate America as white women have outpaced people of color. More than 40 percent of the Fortune 100 corporations have no minorities among their executive officers. Minority females have fared the worst. In addition, globalization has resulted in many corporations preferring multinational diversity to national diversity, and U.S. minorities and whites are losing out. The majority of Asian and Hispanic executive officers in the Fortune 100 were born outside of the United States. , In large numbers, Canadian and European competitors are being promoted ahead of their American-born, white male counterparts. Based on award-winning journalist Susan E. Reed's groundbreaking study of Fortune 100 companies, The Diversity Index considers the historical reasons we went wrong, taking a close look at the "Plans for Progress" protocol developed in 1961, which defined the steps of affirmative action. It was initially considered a failure for not providing immediate results. This book analyzes the long-term, widespread effectiveness of the plan, and reveals the stories behind the few companies that have made a difference, breaking down the 10 simple steps you can take at your own organization to fully develop integration, keep it growing, and empower your employees to develop new products and markets. , The book shares the fascinating stories of executives at General Electric, Hewlett Packard, Lockheed Martin, Merck, and PepsiCo, recounting their inspiring--and instructive--struggles to make their way up the ladder, as well as to pave the way for others going forward. -- From the Inside Flap
    URL: Volltext
    URL: https://learning.oreilly.com/library/view/-/9780814416495/?ar
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  • 14
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    Consultative selling : the Hanan formula for high-margin sales at high levels (2011)
    New York : AMACOM
    Details
    ISBN: 9780814416181 , 0814416187 , 9780814416174 , 0814416179
    Language: English
    Pages: 1 Online-Ressource (xxiv, 232 pages)
    Edition: 8th ed
    DDC: 658.85
    Keywords: Business ; BUSINESS & ECONOMICS / Marketing / General ; BUSINESS & ECONOMICS / Distribution ; Selling ; Selling / Key accounts ; Wirtschaft ; Selling ; Selling Key accounts
    Note: Includes index , pt. 1. Positioning and partnering to propose high-margin value propositions : how to co-manage cash flow opportunities -- pt. 2. Proposing continuous business improvement through fast-closing profit projects : how to realize customer performance objectives
    URL: Volltext
    URL: https://learning.oreilly.com/library/view/-/9780814416174/?ar
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