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Selling Today: Partnering to Create Value
by Michael Ahearne Barry Reece Gerald ManningUtilize cutting-edge personal selling techniques to navigate the information revolution era, Selling Today: Partnering to Create Value helps you understand the value of developing personal selling skills by exposing you to a personal selling academic theory, role play scenarios, and real-world applications and ethical dilemmas. <p><p>With the largest number of “learn by doing” materials available in any personal selling text, the 14th Edition offers tools to strengthen your learning process. As the developed nations of the world transition from a production focus to a sales-and-service focus, this cutting-edge new edition prepares you to succeed as a member of a new generation of businesspeople.
Selling Tourism Services at a Distance
by Josep Maria Bech SerratNew rules on distance contracts provided for the Consumer Rights Directive of 25 October 2011 do not apply to package holidays or contracts falling within the scope of the Timeshare Directive. Moreover, contracts for passenger transport services and contracts for the provision of accommodation, car rental, catering or leisure services if the contract provides for a specific date or period of performance are not covered by some of these rules. Yet measures aimed at protecting the consumer when a contract is concluded via the phone, the Internet, by mail or other means of distance communication play a role in tourism. This book helps readers to navigate through uncertainties in travel contracts regarding information requirements, the right of withdrawal or providing alternative services. Findings reveal that consumer acquis is inadequately adapted to the features of the tourism industry when an optional instrument based on the Draft Common Frame of Reference might be used in the future.
Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage
by Philip SquireFor years, sales people have struggled with cliched views of how they sell, while at the same time customers have become more sophisticated and discerning, stopping off at different or unconventional places in the sales funnel. The result is that the technique of sales people controlling the sales conversation and learning how to influence the customer no longer works. Selling Transformed introduces the new world of selling, and addresses the reasons why sales people are so poorly perceived. Selling Transformed provides fresh, tangible ideas on how to develop better sales practices. Focusing as much on the customers as on the sellers, it explains key theories of selling effectively and introduces four proven strategies that are based on the values customers look for in sales people: authenticity, client-centricity, proactive creativity and being tactfully audacious. Explaining what customers look for in sales people, and advising on how to develop and deliver these values, this is a new type of sales manual guaranteed to improve sales performance.
Selling under the Swastika: Advertising and Commercial Culture in Nazi Germany
by Pamela E. SwettSelling under the Swastika is the first in-depth study of commercial advertising in the Third Reich. While scholars have focused extensively on the political propaganda that infused daily life in Nazi Germany, they have paid little attention to the role played by commercial ads and sales culture in legitimizing and stabilizing the regime. Historian Pamela Swett explores the extent of the transformation of the German ads industry from the internationally infused republican era that preceded 1933 through the relative calm of the mid-1930s and into the war years. She argues that advertisements helped to normalize the concept of a "racial community," and that individual consumption played a larger role in the Nazi worldview than is often assumed. Furthermore, Selling under the Swastika demonstrates that commercial actors at all levels, from traveling sales representatives to company executives and ad designers, enjoyed relative independence as they sought to enhance their professional status and boost profits through the manipulation of National Socialist messages.
Selling Used Books Online: The Complete Guide to Bookselling at Amazon's Marketplace and Other Online Sites
by Stephen Windwalker Genevieve KazdinDiscusses how to get started selling used books online, with an emphasis on amazon.com. Also covers the basics of starting and running a business.
Selling When No One is Buying
by Stephan SchiffmanTimes are tough all over. Wall Street is shivering and consumer confidence is dropping like a rock. Yet it's possible for the enterprising salesperson to still gain prospects, sign new clients, and close the deal. All it takes is persistence, energy, some new thinking, and the advice of Stephan Schiffman, American's top corporate sales trainer. Schiffman shows you how to: Treat customers individually Make life easier for customers in bad times Show that bad times won't last forever Reorient their thinking now to prepare for the future Across America, the sales landscape is changing swiftly. But even in an economic downturn, salespeople can survive--and thrive! The key to success is to learn how to sell when no one is buying.
Selling When No One is Buying: Growing Prospects, Clients, and Sales in Tough Economic Times
by Stephan SchiffmanTimes are tough all over. Wall Street is shivering and consumer confidence is dropping like a rock. Yet it's possible for the enterprising salesperson to still gain prospects, sign new clients, and close the deal. All it takes is persistence, energy, some new thinking, and the advice of Stephan Schiffman, American's top corporate sales trainer. Schiffman shows you how to:Treat customers individuallyMake life easier for customers in bad timesShow that bad times won't last foreverReorient their thinking now to prepare for the future Across America, the sales landscape is changing swiftly. But even in an economic downturn, salespeople can survive-and thrive! The key to success is to learn how to sell when no one is buying.
Selling When No One is Buying
by Stephan SchiffmanTimes are tough all over. Wall Street is shivering and consumer confidence is dropping like a rock. Yet it's possible for the enterprising salesperson to still gain prospects, sign new clients, and close the deal. All it takes is persistence, energy, some new thinking, and the advice of Stephan Schiffman, American's top corporate sales trainer. Schiffman shows you how to: Treat customers individually Make life easier for customers in bad times Show that bad times won't last forever Reorient their thinking now to prepare for the future Across America, the sales landscape is changing swiftly. But even in an economic downturn, salespeople can survive'and thrive! The key to success is to learn how to sell when no one is buying.
Selling with Intention: The Mindset and Tools You Need to Double or Triple Your Sales This Year
by Ursula C. MentjesEvery Sales Person and Entrepreneur knows that selling is the key to success, but most never achieve their potential even after attending numerous trainings and reading dozens of books. Why? Most of the training industry focuses on technique without ever addressing the most important part of the sales process – what the Sales Person is saying to themselves. It doesn’t matter how well you implement the concepts and methods if you haven’t addressed the beliefs and behaviors that are sabotaging your efforts. “How we think about selling makes all the difference.” In Selling With Intention, Sales Expert and Certified Sales Coach Ursula Mentjes shares the expertise she uses to help clients double their sales revenues in as short as two months. Her principles and exercises will help you: Transform the way you think about and interact with your target clients, the sales process, and yourself as a sales person; Develop the mindset, systems, and intentional sales plan you need to significantly increase sales; Let go of the fears and limiting beliefs that have been sabotaging your efforts; Move forward with a renewed sense of confidence in solving clients’ problems; and Take a quantum leap toward your greatest sales goals.
Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud
by Lisa Earle McLeodDon’t let anyone tell you that you have to choose between making money and making a difference. Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, 2nd Edition is an update of the acclaimed book that changed the game in sales. Using real-world data, compelling stories and psychological research, Selling With Noble Purpose explains why salespeople who genuinely understand how they can make a difference to customers outsell those who only focus on internal targets and quotas. Sales leadership experts McLeod and Lotardo reveal how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers. Whether you’re an executive, manager or aspiring sales leader, you’ll discover how to find your own Noble Sales Purpose and create a sales force of True Believers. This new edition covers: How firms overcome ferocious competition and how you can do the same Why sales organizations with a clear NSP outperform traditional sales teams How to avoid the trap of behaving like a transactional salesperson Why well-intended leaders often unknowingly erode purpose and differentiation How to use your NSP to increase customer engagement Why an NSP gives you clarity during times of uncertainty In an era where organizations often believe that money is the primary way to motivate salespeople, Selling with Noble Purpose offers and exciting and sustainable alternative.
Selling with Noble Purpose
by Lisa Earle McleodTurn an effective sales force into one that is truly outstandingDrawing on two decades of consulting with leading sales organizations, sales leadership expert Lisa Earle McLeod reveals how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers. Using hard data and compelling field stories, Selling with Purpose explains why salespeople who understand earnestly how they make a difference to customers outperform their more quota-driven counterparts. This book shows executives, managers, and aspiring sales leaders how to find your NSP and create a sales force of True Believers who drive revenue and do work that makes them proud.Explains why sales organizations with a clearly stated Noble Sales Purpose (NSP) dramatically outperform sales organizations driven by numbers aloneDetails how to find your NSP using a simple three-part formulaShares how to use NSP to make your salespeople more assertive, focused, and profitableIn an era where most organizations believe that money is the only way to motivate salespeople, Selling With Purpose offers a sustainable and exciting alternative.
Selling Women Short: Gender and Money on Wall Street
by Louise Marie RothRocked by a flurry of high-profile sex discrimination lawsuits in the 1990s, Wall Street was supposed to have cleaned up its act. It hasn't. Selling Women Short is a powerful new indictment of how America's financial capital has swept enduring discriminatory practices under the rug. Wall Street is supposed to be a citadel of pure economics, paying for performance and evaluating performance objectively. People with similar qualifications and performance should receive similar pay, regardless of gender. They don't. Comparing the experiences of men and women who began their careers on Wall Street in the late 1990s, Louise Roth finds not only that women earn an average of 29 percent less but also that they are shunted into less lucrative career paths, are not promoted, and are denied the best clients. Selling Women Short reveals the subtle structural discrimination that occurs when the unconscious biases of managers, coworkers, and clients influence performance evaluations, work distribution, and pay. In their own words, Wall Street workers describe how factors such as the preference to associate with those of the same gender contribute to systematic inequality. Revealing how the very systems that Wall Street established ostensibly to combat discrimination promote inequality, Selling Women Short closes with Roth's frank advice on how to tackle the problem, from introducing more tangible performance criteria to curbing gender-stereotypical client entertaining activities. Above all, firms could stop pretending that market forces lead to fair and unbiased outcomes. They don't.
Selling Women's History: Packaging Feminism in Twentieth-Century American Popular Culture
by Emily WestkaemperOnly in recent decades has the American academic profession taken women's history seriously. But the very concept of women's history has a much longer past, one that's intimately entwined with the development of American advertising and consumer culture. Selling Women's History reveals how, from the 1900s to the 1970s, popular culture helped teach Americans about the accomplishments of their foremothers, promoting an awareness of women's wide-ranging capabilities. On one hand, Emily Westkaemper examines how this was a marketing ploy, as Madison Avenue co-opted women's history to sell everything from Betsy Ross Red lipstick to Virginia Slims cigarettes. But she also shows how pioneering adwomen and female historians used consumer culture to publicize histories that were ignored elsewhere. Their feminist work challenged sexist assumptions about women's subordinate roles. Assessing a dazzling array of media, including soap operas, advertisements, films, magazines, calendars, and greeting cards, Selling Women's History offers a new perspective on how early- and mid-twentieth-century women saw themselves. Rather than presuming a drought of female agency between the first and second waves of American feminism, it reveals the subtle messages about women's empowerment that flooded the marketplace.
Selling Words: Free Speech in a Commercial Culture (Critical America #79)
by R. George WrightAll of us grumble, from time to time, about the ever-increasing commercialization of American life. Whether in the form of overt corporate sponsorship—as evidenced by the "branding" of every major sporting event—or the less conspicuous role of commercial interests in the funding of the arts, America's corporations are a ubiquitous presence. While debates rage over the televising of liquor ads and the degree to which Joe Camel encourages adolescent smoking, of far greater concern, R. George Wright argues, should be the passivity with which we accept excessive commercialization. For many, the spread of commercialization by any means other than fraud or deception today seems merely a reflection of the capitalist pursuit of well-being. Yet owning and spending, for the middle- class consumers Wright discusses, is at best only weakly related to their happiness. In recent years, corporate America has shrewdly sought shelter from reasonable regulation by embracing the First Amendment. Focusing on such flashpoint issues as the Internet, tobacco advertising, and intentionally controversial ads, and exposing the dangerous elephantiasis of our commercial culture, Selling Words serves up a forceful warning about the perils of conflating commerce with First Amendment rights.
Selling Your Business for Dummies
by Alexander G. Schenck John Davies Barbara Findlay SchenckA hands-on tool for conducting the successful, profitable sale of a business. As business owners gray, trends have shown that they start thinking of cashing out. Selling Your Business For Dummies gives readers expert tips on every aspect of selling a business, from establishing a realistic value to putting their business on the market to closing the deal. It helps them create sound exit plans, find and qualify, find and qualify a buyer, conduct a sale negotiation, and successfully transition the business to a new owner. The accompanying CD is packed with useful questionnaires, worksheets, and forms for prospective sellers, as well as a blueprint for customizing and assembling information into business sale presentation materials sale presentation materials -- including snapshots of revenue and profit history, financial condition, market conditions, brand value, competitive arena, growth potential, confidentiality agreements, and other information that supports the sale price.
Selling Your Business For Dummies
by Barbara Findlay Schenck John DaviesA hands-on tool for conducting the successful, profitable sale of a businessAs business owners gray, trends have shown that they start thinking of cashing out. Selling Your Business For Dummies gives readers expert tips on every aspect of selling a business, from establishing a realistic value to putting their business on the market to closing the deal. It helps them create sound exit plans, find and qualify, find and qualify a buyer, conduct a sale negotiation, and successfully transition the business to a new owner. The accompanying CD is packed with useful questionnaires, worksheets, and forms for prospective sellers, as well as a blueprint for customizing and assembling information into business sale presentation materials sale presentation materials --including snapshots of revenue and profit history, financial condition, market conditions, brand value, competitive arena, growth potential, confidentiality agreements, and other information that supports the sale price.Note: CD-ROM/DVD and other supplementary materials are not included as part of eBook file.
Selling Your Business with Confidence: A Practical Playbook for Mid-Market Owners
by David W. McCombie IIIA comprehensive handbook for middle-market business sellers In Selling Your Business with Confidence: A Practical Playbook for Mid-Market Owners, veteran M&A advisor David McCombie delivers an insider's guide to navigating the mergers and acquisitions (M&A) sales process. In plain English, this book covers every essential topic for owners considering the sale of their business. Readers will fully understand the process, the range of options available, and their implications. In the book, you'll learn to navigate every step of the exciting—yet stressful—business sale journey, such as: The overall timeline, mechanics, and typical strategies of a deal Understanding different types of buyers and what they prioritize Tactics you can implement immediately to make your company more valuable Strategies for emotionally and psychologically preparing yourself for the transaction An essential roadmap to the complicated world of mid-market M&A transactions, Selling Your Business with Confidence is a must-have resource for business owners and the ecosystem of professionals who serve them.
Selling Your Crafts: Revised Edition
by Susan Joy SagerDrawing upon profiles of established artisans and the helpful insights of small-business entrepreneurs, this unique guide not only gives tactics for promoting and marketing crafts, but also provides the necessary forms for getting a business up and running. The book details how to network effectively and build a customer base, listing organizations, business associations, and crafts publications that offer further sources of information. Filled with easy-to-understand examples and sample forms and contracts, this book provides the essential tools for prospering in the crafts business, as well as the resources needed to keep savvy as business grows.
Selling Your Crafts at Craft Shows: Storey's Country Wisdom Bulletin A-156 (Storey Country Wisdom Bulletin Ser.)
by Madelaine GraySince 1973, Storey's Country Wisdom Bulletins have offered practical, hands-on instructions designed to help readers master dozens of country living skills quickly and easily. There are now more than 170 titles in this series, and their remarkable popularity reflects the common desire of country and city dwellers alike to cultivate personal independence in everyday life.
Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers
by Robert ChenBuild your book of business and sell more services with this expert guide for knowledge professionals How do rainmakers consistently and continuously sell their ideas and grow their client base? What is the secret to their ongoing success? Whether they are in accounting, consulting, investment banking, law, or any other type of professional service, it’s not just their knowledge, experience, and unique services that set them apart. They succeed by adopting the mindset, mastering the strategies, and employing the tactics at the heart of rainmaking. In Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers, veteran communications, sales, and leadership consultant Robert Chen provides a practical guide to selling knowledge-based services in a market that demands credibility and subject-matter authority. Chen and his colleagues at Exec|Comm have helped hundreds of thousands of professionals learn to sell, influence, and negotiate more effectively. This book condenses Chen’s first-hand experience and over 40 years of Exec|Comm’s best sales advice, along with interviews featuring other successful rainmakers from a variety of professions and industries. Whether you’re a national practice partner at a Big Four consulting firm or an independent attorney just starting out, this book equips you with the real-life knowledge you need to: Develop a client-focused mindset to help build a thriving book of business Use effective strategies to find your ideal prospects and turn them into long-term clients, using concrete metrics to assess whether you’re on the right track Apply practical tactics to build a trusted reputation, sharpen communication skills, manage the challenges of not having enough time to sell, and push beyond obstacles The perfect book for consultants, investment bankers, lawyers, research analysts, and accountants, Selling Your Expertise is an invaluable resource for any professional who makes a living by selling solutions to their clients’ most pressing needs.
Selling Your Home For Dummies
by Karin DerkleySell your home for the best possible price Thinking of selling up but not sure whether it's the right time, or how to go about it? From helping you decide whether selling really is the best option for you, to finding an agent and choosing a sales method, all the way to exchanging contracts, this step-by-step guide covers all the practical, financial and legal aspects of selling your home. Work out whether you're ready to sell - consider all the options and decide if selling is the way to go Find out when you should sell - understand supply and demand, and time your sale perfectly Choose a real estate agent who's right for you - find the best fit for you and your home Set the right price - understand what drives the value of property and determine a realistic asking price for your home Get your home looking its best before selling - find out whether a clean-up will do, or if it's worth renovating before you sell Choose a selling method - get step-by-step instructions for selling by private treaty and auction Understand the legal stuff - do the paperwork properly to ensure a smooth sale Open the book and find: In-depth information about working with property professionals Strategies for selling first then buying, or buying first then selling Tips and tricks for sprucing up your property for inspections How to avoid over-capitalising Everything you need to know about selling a holiday or rental property Learn to: Determine the best time to sell Get your property ready for inspection Set the right price Choose between an auction or private treaty sale
Selling Your House: Nolo's Essential Guide
by Ilona BrayBuyers can’t wait to get a look at your home—but what’s the best way to earn the highest return? You may hope to inspire multiple offers, but also want to make sure to choose a buyer who will close the deal without last-minute issues or drama. Selling Your House: Nolo's Essential Guide provides the practical and legal guidance you'll need to make the deal happen. Whether you're moving up or downsizing, or selling because of a job change, growing family, or financial troubles, you'll get useful information that will help you: figure out how much comparable homes are selling for decide on the right price hire real estate professionals to help you dress up, market, and otherwise set your house apart from the pack make required disclosures, and negotiate and successfully close the sale. Selling Your House: Nolo’s Essential Guide draws on input from a wide range of experts, helping you conclude a sale you’ll be satisfied with, no matter the state of your local housing market.
Selling Your House: Nolo's Essential Guide
by Ilona Bray J.D.What’s the best way to get the highest return if you want to sell your home now? With pent-up demand for homes, you hope yours will inspire multiple offers; but want to make sure to choose a solid one that will proceed successfully to closing. Selling Your House: Nolo's Essential Guide provides the practical and legal steps you'll need to take to reach your goal. Written with the current market and national economy in mind, this book goes over the specifics that homeowners need to know in order to make the sale. Whether you're selling your property because of a job change, growing family, or financial troubles, you'll get the information and guidance you need, including how to: check out your local market decide on the right price hire the best real estate professionals to help you dress up, market, and otherwise set your house apart from the pack make required disclosures, and negotiate and successfully close the sale. Selling Your House: Nolo's Essential Guide draws on input from a wide range of experts, helping you conclude a sale you’ll be satisfied with, no matter the state of your local housing market.
Selling Your House
by Alayna Schroeder Ilona Bray J.D.Across the U.S., home prices are in flux - rising in some areas, stagnant in others. So what's the best way to get the highest return if you want to sell your home now? Selling Your House: Nolo's Essential Guide provides the practical and legal steps you'll need to take to reach your goal. Written with the current market and national economy in mind, this book goes over the specifics that homeowners need to know to make the sale. Whether you're selling your property because of a job change, growing family, or financial troubles, you'll get the information and guidance you need, including how to: check out your local market decide on the right price hire the best real estate professionals to help you dress up, market, and otherwise set your house apart from the pack make required disclosures negotiate and successfully close the sale. Selling Your House: Nolo's Essential Guide draws on input from a wide range of experts, helping you conclude a sale you'll be satisfied with, no matter the state of your local housing market.
Selling Your House For Dummies
by Eric Tyson Ray BrownSell your house in any market Whether you're selling your home yourself or using a realtor, this helpful guide offers all the information you need to make an otherwise-stressful undertaking go smoothly. In Selling Your House For Dummies, you'll find plain-English, easy-to-follow information on the latest mortgage application and approval processes, the hottest websites used in the house-selling process, and revised tax laws that affect the housing and real estate markets. From the author team behind America's #1 bestselling real estate book, Home Buying Kit For Dummies, this book offers Eric Tyson and Ray Brown's time-tested advice, recommendations, and strategies for selling your house given current market conditions. From staging your home to utilizing technology to sell your house directly to home buyers, this trusted resource is packed with tips and ideas to make your home the most appealing house on the block. Prepare your property for the best offer Stage and market your house successfully Negotiate and successfully close the sale Make sense of contracts and forms used in the house-selling process Get the tried-and-true advice that will help you sell your property!