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  • New York, NY : AMACOM, American Management Association
  • Electronic books ; local  (7)
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  • 1
    Online Resource
    Online Resource
    Questions that sell : the powerful process for discovering what your customer really wants (2018)
    New York, NY : AMACOM, American Management Association
    Details
    ISBN: 9780814438701 , 0814438709
    Language: English
    Pages: 1 online resource (1 volume)
    Edition: Second edition.
    Parallel Title: Erscheint auch als
    Keywords: Selling ; Marketing research ; Customer relations ; Electronic books ; Electronic books ; local
    Abstract: Ask the questions - and get the sale. As a salesperson your product knowledge is extensive, but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal. Questions that Sell reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price - and increase your success rate as a result. Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, the revised and updated second edition now includes new material on how to: Use questions to qualify prospects (without insulting them) Discover hidden customer needs and motivations Raise delicate questions Overcome stalls Reinvigorate a stale relationship Soothe anxious buyers Accelerate the decision process Upsell and cross-sell so you no longer leave money on the table Prospect for new business Pose intriguing questions to position yourself as a thought-leader on social media Turn social media contacts into active sales leads Identify dead-end opportunities Secure referrals And more Success is yours for the asking. Smart questioning will get you there.
    Note: Includes index. - Description based on online resource; title from title page (Safari, viewed December 15, 2017)
    URL: https://learning.oreilly.com/library/view/-/9780814438718/?ar
    Library Location Call Number Volume/Issue/Year Availability
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    Online Resource
    MPI Ethno. Forsch.
  • 2
    Online Resource
    Online Resource
    Listen up or lose out : how to avoid miscommunication, improve relationships, and get more done faster (2018)
    New York, NY : AMACOM, American Management Association
    Details
    ISBN: 9780814432020 , 0814432026
    Language: English
    Pages: 1 online resource (1 volume) , illustrations
    Parallel Title: Erscheint auch als
    Keywords: Communication in management ; Business communication ; Interpersonal communication ; Listening ; Electronic books ; Electronic books ; local
    Abstract: Want better results? Talk less and listen more. Listening might seem like the easiest thing in the world to do. But most people retain only a fraction of what they hear, resulting in miscommunications and lost opportunities. When you actively listen, you learn to gather perspectives, bridge differences, and resolve problems. Absorbing what a person is saying, thinking, and feeling sets the stage for dramatically improved relationships and increased professional success. Listen Up or Lose Out pulls this underused tool out from the shadows and highlights its role in effective communications. Step by step, the book breaks down listening into a set of learnable skills, explaining how to: Avoid the urge to criticize, question, or advise Focus on the speaker's point of view Ask the right questions, in the right order Restate the speaker's key points and keep the conversation moving Read people's feelings and reflect them back Find solutions together Skilled listeners experience fewer conflicts, make better decisions, and discover opportunities that others might miss. No amount of talking beats great listening!
    Note: Includes bibliographical references and index. - Description based on print version record
    URL: https://learning.oreilly.com/library/view/-/9780814432020/?ar
    Library Location Call Number Volume/Issue/Year Availability
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    Online Resource
    MPI Ethno. Forsch.
  • 3
    Online Resource
    Online Resource
    Raise your team's employee engagement score : a manager's guide (2018)
    New York, NY : AMACOM, American Management Association
    Details
    ISBN: 9780814438633 , 0814438636
    Language: English
    Pages: 1 online resource (1 volume) , illustrations
    Parallel Title: Erscheint auch als
    Keywords: Employee motivation ; Employee morale ; Organizational behavior ; Electronic books ; Electronic books ; local
    Abstract: Want employees that go the extra mile? Love them or hate them, employee engagement surveys are here to stay. As manager, you're expected to digest the data and come up with a plan for improving the numbers. But it's not just busy work. Raising engagement scores matters because engagement matters. An enthusiastic workforce translates into higher productivity and profitability with less turnover and absenteeism. Fully committed workers will give their all every day - and it's your job to make that happen. Forget company picnics or employee-of-the-month awards. For real results, read Raise Your Team's Employee Engagement Score . In this practical, research-based playbook, retention expert Richard Finnegan reveals how to: Build trust with your team Implement stay interviews Develop an employee value proposition Leverage company engagement programs Hire employees who self-motivate Apply smarter, better metrics Measure progress and forecast future engagement And more By following Finnegan's techniques, you'll send those engagement scores through the roof . . . and it won't cost your company a dime.
    Note: Includes bibliographical references and index. - Description based on print version record
    URL: https://learning.oreilly.com/library/view/-/9780814438633/?ar
    Library Location Call Number Volume/Issue/Year Availability
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    Online Resource
    MPI Ethno. Forsch.
  • 4
    Online Resource
    Online Resource
    Danger in the comfort zone : from boardroom to mailroom--how to break the entitlement habit that's killing American business (1995)
    New York, NY : AMACOM, American Management Association
    Details
    ISBN: 9780814437476 , 0814437478
    Language: English
    Pages: 1 online resource (1 volume) , illustrations
    Parallel Title: Erscheint auch als
    Keywords: Psychology, Industrial ; United States ; Work ; Psychological aspects ; Entitlement attitudes ; United States ; Employees ; United States ; Attitudes ; Job security ; United States ; Labor productivity ; United States ; Electronic books ; Electronic books ; local
    Abstract: Danger in the Comfort Zone examines the phenomenon of the "entitlement" mentality in the American workforce -- people's preoccupation with their rewards rather than their responsibilities. Bardwick describes three basic mindsets and shows the effect of each on individuals and their organizations: * Entitlement -- people feel entitled to rewards and lethargic about having to earn them; motivation and job satisfaction are low * Fear -- people are paralyzed; the threat of layoffs makes them focus on protecting their jobs rather than doing them well * Earning -- people are energized by challenge; they know their accomplishments will be noticed -- and rewarded In this paperback edition, Bardwick points out that although the "fear" element has undoubtedly grown in the last few years, the entitlement attitude is still firmly entrenched at all levels. She offers additional chapters with new, specific techniques for pulling people out of the quagmire of fear and complacency, and igniting them with the energy of true earning.
    Note: Includes bibliographical references and index. - Description based on print version record
    URL: https://learning.oreilly.com/library/view/-/9780814437476/?ar
    Library Location Call Number Volume/Issue/Year Availability
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    Online Resource
    MPI Ethno. Forsch.
  • 5
    Online Resource
    Online Resource
    Plain style : techniques for simple, concise, emphatic business writing (1993)
    New York, NY : AMACOM, American Management Association
    Details
    ISBN: 9780814424292 , 0814424295
    Language: English
    Pages: 1 online resource (1 volume)
    Parallel Title: Erscheint auch als
    Keywords: Business writing ; Electronic books ; Electronic books ; local
    Abstract: Good writing is good business. Simple, straightforward writing saves time, creates good relationships, and prevents expensive misunderstandings. But why is it so hard to achieve? This incisive guide suggests ways to think about writing -- what it should look and sound like, as well as what it should accomplish -- that can simplify how writers choose to express their ideas. It examines the reasons why many businesspeople with good skills tend to write strange, needlessly complicated sentences -- and shows them how to break the habit. Plain Style offers 35 practical techniques that foster simplicity, conciseness, and emphasis.
    Note: Description based on print version record
    URL: https://learning.oreilly.com/library/view/-/9780814424292/?ar
    Library Location Call Number Volume/Issue/Year Availability
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    Online Resource
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  • 6
    Online Resource
    Online Resource
    Beyond race and gender : unleashing the power of your total work force by managing diversity (1992)
    New York, NY : AMACOM, American Management Association
    Details
    ISBN: 9780814415528 , 0814415520
    Language: English
    Pages: 1 online resource (1 volume) , illustrations
    Edition: First AMACOM paperback edition.
    Parallel Title: Erscheint auch als
    Keywords: Minorities ; Employment ; Women ; Employment ; Personnel management ; Corporate culture ; Organizational change ; Diversity in the workplace ; Electronic books ; Electronic books ; local
    Abstract: The ability to manage this diversity successfully has become a basic strategy for corporate survival. Beyond Race and Gender supplies a sorely needed Action Plan, extensive case studies, and a series of tough questions and answers to get readers thinking deeply about what elements are blocking the full use of the human talent available. In this visionary work, R. Roosevelt Thomas, Jr., rouses organizations to face the facts and embrace the challenges--because it is the only efficient way for America to compete and prosper.
    Note: Includes bibliographical references and index. - Description based on print version record
    URL: https://learning.oreilly.com/library/view/-/9780814415528/?ar
    Library Location Call Number Volume/Issue/Year Availability
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    Online Resource
    MPI Ethno. Forsch.
  • 7
    Online Resource
    Online Resource
    How to stay cool, calm & collected when the pressure's on : a stress control plan for businesspeople (1992)
    New York, NY : AMACOM, American Management Association
    Details
    ISBN: 9780814424186 , 081442418X
    Language: English
    Pages: 1 online resource (1 volume) , illustrations
    Parallel Title: Erscheint auch als
    Keywords: Job stress ; Management ; Stress management ; Electronic books ; Electronic books ; local
    Abstract: Pressures, problems, and conflicts are a fact of life. But the manager who can face problems head-on and deal with them calmly is way ahead of the game. How to Stay Cool, Calm & Collected When the Pressure's On offers a systematic approach to dealing with a world that often seems a chaotic confluence of tough decisions, difficult situations, and combative people. Written by a stress expert with a Ph.D. in organizational psychology, this antidote to stress and strain lays out a unique and powerful approach to making wise choices and taking actions that will put readers in control of any situation. Once the author's "Command and Control" techniques are learned, they can be used again and again in all areas of life. Readers will learn how to: * destroy counterproductive, stress-producing habits * adopt new, effective habits * become mentally tough, emotionally in control * communicate in a positive way How to Stay Cool Calm & Collected When the Pressure's On provides checklists, quotes from stress conquerors, and an outline for a personal effectiveness plan. By carefully adhering to the book's principles, anyone can erase the ravages of stress and move on to a more productive, I-can-handle-any-problem attitude. Without the energy-wasting effort of worrying, readers can concentrate on the important things: achieving success and enjoying their lives.
    Note: Includes bibliographical references and index. - Description based on print version record
    URL: https://learning.oreilly.com/library/view/-/9780814424186/?ar
    Library Location Call Number Volume/Issue/Year Availability
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    Online Resource
    MPI Ethno. Forsch.
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