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  • 1
    Online Resource
    Online Resource
    SPIN Selling (Audio Book) (1988)
    [Erscheinungsort nicht ermittelbar] : McGraw-Hill | Boston, MA : Safari
    Details
    ISBN: 9780071836883
    Language: English
    Pages: 1 online resource (22388 pages)
    Edition: 1st edition
    Keywords: Audiobooks ; local ; Audiobooks
    Abstract: Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy. In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as "What makes success in major sales" and "Why do techniques like closing work in small sales but fail in larger ones?" You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
    Note: Online resource; Title from title page (viewed May 1, 1988)
    URL: lizenzpflichtig
    Library Location Call Number Volume/Issue/Year Availability
    BibTip Others were also interested in ...
    Online Resource
    MPI Ethno. Forsch.
  • 2
    Online Resource
    Online Resource
    SPIN Selling (1988)
    [Erscheinungsort nicht ermittelbar] : McGraw-Hill | Boston, MA : Safari
    Details
    Language: English
    Pages: 1 online resource (216 pages)
    Edition: 1st edition
    Keywords: Electronic books ; local
    Abstract: The international bestseller that revolutionized high-end selling! Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy. In SPIN Selling , Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
    Note: Online resource; Title from title page (viewed May 22, 1988)
    URL: https://learning.oreilly.com/library/view/-/9781260027099/?ar
    Library Location Call Number Volume/Issue/Year Availability
    BibTip Others were also interested in ...
    Online Resource
    MPI Ethno. Forsch.
  • 3
    Online Resource
    Online Resource
    X Window System User's Guide, Vol 3 (The Definitive Guides to the X Window System) (1988)
    [Erscheinungsort nicht ermittelbar] : O'Reilly Media, Inc. | Boston, MA : Safari
    Details
    Language: English
    Pages: 1 online resource (738 pages)
    Edition: 1st edition
    Keywords: Electronic books ; local
    Abstract: This book orients the new user to window system concepts and provides detailed tutorials for many client programs including the xterm terminal emulator and the mvm window manager. Once you have a basic knowledge of the system, the later chapters explain how to customize the X environment and provide sample configurations. The X Window System User's Guide, Motif Edition, reflects X 11 Release 4 and Motif 1.1. Though Motif is not strictly part of the X Window System but a commercial product layered on top of it, it has gained wide acceptance. X users working in a Motif environment will find this edition of the User's Guide contains much useful new information. In particular, the book describes how to use the Motif mwm window manager in conjunction with the standard MIT X clients. It also describes differences between these clients (built with the MIT Athena widget set) and commercial client programs built with the OSF/Motif widget set. The guide describes: Starting the system and opening the first client windows Using the xterm terminal emulator and the mwm window manager Most standard release clients, including programs for graphics, printing, font manipulation, window/display information and removing the windows, as well as several "desktop" utilities Customizing the window manager, keyboard, display, and certain basic features of any client program System administration tasks, including managing fonts, starting X automatically, and using the display manager, xdm, to run X on a single display or multiple displays The books in the X Window System Series are based in part on the original MIT X Window System documentation but, are far more comprehensive, easy to use, and are loaded with examples, tutorials, and helpful hints. Over 20 major computer manufacturers recommend or license volumes in the series. In short, these books are the definitive guides to the X Window System.
    Note: Online resource; Title from title page (viewed September 30, 1988)
    URL: https://learning.oreilly.com/library/view/-/9780937175613/?ar
    Library Location Call Number Volume/Issue/Year Availability
    BibTip Others were also interested in ...
    Online Resource
    MPI Ethno. Forsch.
  • 4
    Online Resource
    Online Resource
    Film Scriptwriting, 2nd Edition (1988)
    [Erscheinungsort nicht ermittelbar] : Focal Press | Boston, MA : Safari
    Details
    Language: English
    Pages: 1 online resource (432 pages)
    Edition: 2nd edition
    Keywords: Electronic books ; local
    Abstract: This second edition of the widely acclaimed Film Scriptwriting is a truly practical manual for the working writer. It provides all the clear, step-by-step guidance you need to script both fact and feature film and video - from getting and developing ideas to the writing of master scene or shooting script. Featured in this new edition are annotated excerpts from some of today's most successful films, selected to point up principles and techniques discussed. Interviews with working film specialists reveal the things professional directors, producers, story editor, and analysts look for in appraising the scripts that come across their desks.
    Note: Online resource; Title from title page (viewed August 24, 1988)
    URL: https://learning.oreilly.com/library/view/-/9781136056857/?ar
    Library Location Call Number Volume/Issue/Year Availability
    BibTip Others were also interested in ...
    Online Resource
    MPI Ethno. Forsch.
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