Ditemukan 14 dokumen yang sesuai dengan query
Hunter, Mark, 1967-
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In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins-short-term strategies that are destructive to the long-term sustainability of their business. "High-Profit Selling" helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher price...and that success comes only to those ...
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New York: [American Management Association, ], 2012
e20436997
eBooks Universitas Indonesia Library
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[Telephone surveying is the most often applied mode of data collection in Europe. That implies a need for methodological knowledge on this topic. However, technical conditions are changing rapidly and the challenge for survey researchers to stay up-to-date is immense. For instance, landline and mobile phone coverage have extremely changed in the last time. Along with the rising number of so-called "mobile-onlys", this particular field of telephone survey research becomes more and more important. This ...
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Berlin: [Springer, Springer], 2012
e20397395
eBooks Universitas Indonesia Library
Bennett, Greg
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Traditionally strategies for closing sales have involved pressuring customers, countering their stalling tactics, and overcoming their objections -- behaviors that run in direct opposition to the philosophy of the consultative salesperson. On the other hand, consultative salespeople, afraid of damaging the relationship they’ve nurtured by appearing too aggressive, hope the deal will close itself -- something which rarely, if ever, happens ...
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New York: American Management Association;;, 2007
e20441448
eBooks Universitas Indonesia Library
Walkup, Renee P.
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In a day and age where wireless digital communication devices are everywhere, the telephone remains a primary tool for cementing client relationships and establishing meaningful contact with the prospect. That’s why Selling to Anyone Over the Phone is a must-read for the marketer or salesperson. This is the one book that provides the understanding and know-how to successfully work the phone, get to the decision maker, and close the sale. Follow its advice, and you ...
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New York: American Management Association, 2006
e20441720
eBooks Universitas Indonesia Library
William, Miller
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For salespeople, prospecting is as important as it is difficult. For some, it's downright terrifying -- especially the cold calling. Knock Your Socks Off Prospecting shares the hard-won, in-the-trenches prospecting and cold-calling secrets of the most successful salespeople -- in the trademark, fun style of the best-selling Knock Your Socks Off series ...
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New York: American Management Association, 2005
e20441762
eBooks Universitas Indonesia Library
Mathieson, Rick
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Camera phones, car GPS locators, EZ-pass, and similar advances are the height of convenience, but the technologies behind them are also powerful tools for major cutting-edge marketing. McDonalds, Starbucks, Wal-Mart, Prada, and other top marketers are using an array of wireless technologies to transform the way consumers experience the brands they know and trust. Growth is so explosive that the wireless marketing industry is expected to be worth $33 billion dollars globally by 2007. Branding ...
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New York: American Management Association, 2005
e20441766
eBooks Universitas Indonesia Library
Christensen, Mary, 1951-
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Network marketing - also known as direct selling and multi-level marketing - has turned millions of people into successful business owners. But to truly reach their earning potential, network marketers need to successfully grow their business by recruiting the right people. Written by a true network marketing superstar who personally signed over one thousand people in her first year, the book reveals a proven, innovative approach to recruiting that gets results fast. Filled with advice ...
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New York: American Management Association, 2008
e20443756
eBooks Universitas Indonesia Library
Hayden, C. J.
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Get clients now! has helped thousands of independent professionals dramatically increase their client base. With this uniquely practical guide, it?s easy to replace scattershot marketing and networking efforts with proven and targeted tactics. Using a simple cookbook model, the book helps readers identify the ingredients missing from their current marketing activities, select the right strategies and tools from a menu of options, and create a completely customized action plan. A structured 28-day program then outlines ...
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New York: American Management Association, 2013
e20436942
eBooks Universitas Indonesia Library
Gielda, Steve
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Contents :
- Preface
- Acknowledgments
- Chapter 1: Thinking and acting strategically
- Chapter 2: Understanding buying factors
- Chapter 3: Managing key players
- Chapter 4: Knowing your environment
- Chapter 5: Influencing the competitive landscape
- Chapter 6: Quantifying value
- Chapter 7: Pipeline management
- Chapter 8: Developing a sales coaching strategy
- About the authors
- About ignite selling, inc ...
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Alexandria, Virginia: American Society for Training & Development, 2012
e20442062
eBooks Universitas Indonesia Library
Miller, William
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Are you still relying on just a few basic strategies to use on your sales calls, leaving it up to chance whether they'll work or not? Every sales call requires a different tactic; it stands to reason that if you don't have the right tool for the right situation, you're not going to be able to get the job done. Would you hire a plumber who only came armed with a hammer ...
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New York: American Management Association, 2007
e20443720
eBooks Universitas Indonesia Library
