Names The Key To Sales

Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 49,5 Mb
Release : 2020-04-28
Category : Business & Economics
ISBN : 9781000111484

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SPIN® -Selling by Neil Rackham Pdf

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Author : Dan Clark
Publisher : Apress
Page : 370 pages
File Size : 46,8 Mb
Release : 2011-08-12
Category : Computers
ISBN : 9781430235316

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Beginning C# Object-Oriented Programming by Dan Clark Pdf

Beginning C# Object-Oriented Programming brings you into the modern world of development as you master the fundamentals of programming with C# and learn to develop efficient, reusable, elegant code through the object-oriented programming (OOP) methodology. Take your skills out of the 20th century and into this one with Dan Clark's accessible, quick-paced guide to C# and object-oriented programming, completely updated for .NET 4.0 and C# 4.0. As you develop techniques and best practices for coding in C#, one of the world's most popular contemporary languages, you'll experience modeling a “real world” application through a case study, allowing you to see how both C# and OOP (a methodology you can use with any number of languages) come together to make your code reusable, modern, and efficient. With more than 30 fully hands-on activities, you'll discover how to transform a simple model of an application into a fully-functional C# project, including designing the user interface, implementing the business logic, and integrating with a relational database for data storage. Along the way, you will explore the .NET Framework, the creation of a Windows-based user interface, a web-based user interface, and service-oriented programming, all using Microsoft's industry-leading Visual Studio 2010, C#, Silverlight, the Entity Framework, and more.

Author : Ewald Geschwinde,Hans-Jürgen Schönig
Publisher : Sams Publishing
Page : 772 pages
File Size : 53,9 Mb
Release : 2002
Category : Computers
ISBN : 0672322609

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PostgreSQL Developer's Handbook by Ewald Geschwinde,Hans-Jürgen Schönig Pdf

"PostgreSQL Developer's Handbook" provides a complete overview of the PostgreSQL database server and extensive coverage of its core features, including object orientation, PL/SQL, and the most important programming interfaces. The authors introduce the reader to the language and syntax of PostgreSQL and then move quickly into sophisticated programming topics.

Author : Vivek Kale
Publisher : CRC Press
Page : 262 pages
File Size : 47,7 Mb
Release : 2017-10-05
Category : Business & Economics
ISBN : 9781498784788

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Enterprise Performance Intelligence and Decision Patterns by Vivek Kale Pdf

"Vivek Kale has written a great book on performance management that focuses on decision-making; on continuous, incremental improvement; and on identifying common patterns in becoming a more intelligent organization." —James Taylor, CEO of Decision Management Solutions and author of Real-World Decision Modeling with DMN "Introducing the concepts of decision patterns and performance intelligence, Vivek Kale has written another important book on the issues faced by contemporary organizations."—Gary Cokins, author of Predictive Business Analytics and Performance Management: Integrating Strategy Execution, Methodologies, Risk, and Analytics Enterprise Performance Intelligence and Decision Patterns unravels the mystery of enterprise performance intelligence (EPI) and explains how it can transform the operating context of business enterprises. It provides a clear understanding of what EPI means, what it can do, and application areas where it is practical to use. The need to be responsive to evolving customer needs and desires creates organizational structures where business intelligence (BI) and decision making is pushed out to operating units that are closest to the scene of the action. Closed-loop decision making resulting from a combination of on-going performance management with on-going BI can lead to an effective responsive enterprise; hence, the need for performance intelligence (PI). This pragmatic book: Introduces the technologies such as data warehousing, data mining, analytics, and business intelligence systems that are a first step toward enabling data-driven enterprises. Details decision patterns and performance decision patterns that pave the road for performance intelligence applications. Introduces the concepts, principles, and technologies related to performance measurement systems. Describes the concepts and principles related to balance scorecard systems (BCS). Introduces aspects of performance intelligence for the real-time enterprises. Enterprise Performance Intelligence and Decision Patterns shows how a company can design and implement instruments ranging from decision patterns to PI systems that can enable continuous correction of business unit behavior so companies can enhance levels of productivity and profitability.

Author : Paolo Bruni,Willie Favero,James Guo,Ravikumar Kalyanasundaram,Ruiping Li,Cristian Molaro,Andy Perkins,Theresa Tai,Dino Tonelli,IBM Redbooks
Publisher : IBM Redbooks
Page : 382 pages
File Size : 54,9 Mb
Release : 2013-09-27
Category : Computers
ISBN : 9780738438795

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Hybrid Analytics Solution using IBM DB2 Analytics Accelerator for z/OS V3.1 by Paolo Bruni,Willie Favero,James Guo,Ravikumar Kalyanasundaram,Ruiping Li,Cristian Molaro,Andy Perkins,Theresa Tai,Dino Tonelli,IBM Redbooks Pdf

The IBM® DB2® Analytics Accelerator Version 3.1 for IBM z/OS® (simply called Accelerator in this book) is a union of the IBM System z® quality of service and IBM Netezza® technology to accelerate complex queries in a DB2 for z/OS highly secure and available environment. Superior performance and scalability with rapid appliance deployment provide an ideal solution for complex analysis. In this IBM Redbooks® publication, we provide technical decision-makers with a broad understanding of the benefits of Version 3.1 of the Accelerator's major new functions. We describe their installation and the advantages to existing analytical processes as measured in our test environment. We also describe the IBM zEnterprise® Analytics System 9700, a hybrid System z solution offering that is surrounded by a complete set of optional packs to enable customers to custom tailor the system to their unique needs..

Author : Matthew Dixon,Brent Adamson
Publisher : Penguin
Page : 240 pages
File Size : 53,7 Mb
Release : 2011-11-10
Category : Business & Economics
ISBN : 9781101545898

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The Challenger Sale by Matthew Dixon,Brent Adamson Pdf

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Author : Florida Chamber of Commerce
Publisher : Unknown
Page : 1154 pages
File Size : 53,9 Mb
Release : 1997
Category : Industries
ISBN : UGA:32108028745316

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Directory of Florida Manufacturers by Florida Chamber of Commerce Pdf

Author : Anonim
Publisher : Unknown
Page : 910 pages
File Size : 54,7 Mb
Release : 1996
Category : Industries
ISBN : CORNELL:31924073925038

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New York Manufacturers Directory by Anonim Pdf

Author : Elzbieta Malinowski,Esteban Zimányi
Publisher : Springer Science & Business Media
Page : 457 pages
File Size : 48,8 Mb
Release : 2008-01-22
Category : Computers
ISBN : 9783540744054

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Advanced Data Warehouse Design by Elzbieta Malinowski,Esteban Zimányi Pdf

This exceptional work provides readers with an introduction to the state-of-the-art research on data warehouse design, with many references to more detailed sources. It offers a clear and a concise presentation of the major concepts and results in the subject area. Malinowski and Zimányi explain conventional data warehouse design in detail, and additionally address two innovative domains recently introduced to extend the capabilities of data warehouse systems: namely, the management of spatial and temporal information.

Author : Mr. Ajay Gupta,Dr. Prabhat Kumar Srivastava,Ms. Mamta Srivastava,Mrs. Priya Gupta
Publisher : Rudra Publications
Page : 409 pages
File Size : 42,5 Mb
Release : 2024-07-01
Category : Computers
ISBN : 9788196047122

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PYTHON ESSENTIALS by Mr. Ajay Gupta,Dr. Prabhat Kumar Srivastava,Ms. Mamta Srivastava,Mrs. Priya Gupta Pdf

The book titled "Python Essentials' covers complete syllabus of Concept of Python Programming prescribed by Technical University of Uttar Pradesh and other Universities also. This book builds on the concepts of Python programming language introduced in Several Class. The book is replete with a rich pedagogy comprising true-or-false, multiple-choice apart from programming problems of varying difficulty levels to help students ace their exams with ease. Amply supported by illustrative diagrams, keywords and topic highlights, this book is an ideal text that helps students build a firm foundation in the subject The book titled "Python Essentials' covers complete syllabus of Concept of Python Programming prescribed by Technical University of Uttar Pradesh and other Universities also. This book builds on the concepts of Python programming language introduced in Class XI. The book is replete with a rich pedagogy comprising true-or-false, multiple-choice apart from programming problems of varying difficulty levels to help students ace their exams with ease. Amply supported by illustrative diagrams, keywords and topic highlights, this book is an ideal text that helps students build a firm foundation in the subject.

Author : Anonim
Publisher : Unknown
Page : 438 pages
File Size : 50,7 Mb
Release : 1995
Category : Industries
ISBN : PSU:000026457543

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Harris West Virginia Manufacturing Directory by Anonim Pdf

Author : Joe Girard
Publisher : Simon and Schuster
Page : 196 pages
File Size : 54,7 Mb
Release : 2006-02-07
Category : Business & Economics
ISBN : 9780743273961

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How to Sell Anything to Anybody by Joe Girard Pdf

Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

Author : P. L. Reichertz,G. Goos
Publisher : Springer Science & Business Media
Page : 719 pages
File Size : 43,7 Mb
Release : 2012-12-06
Category : Medical
ISBN : 9783642811104

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Informatics and Medicine by P. L. Reichertz,G. Goos Pdf

The modern development of medicine has been characterized by the grow ing use of new technologies in health care delivery and research. As an empirical science, medicine is based on many types and quantities of information to recognize alterations, explore causes and apply cor rective action. Dealing with biological objects, signals have to be collected, processed and interpreted to recognize the state of this object. It is therefore understandable that data processing technology and informatics have been employed to a growing extent in medicine. The increasing economic repercussions of modern medicine lead also to the demand of ways and means to assess the system as such and to develop means for evaluation and regulation. However, the application of data processing to the medical field has very often grown in parallel to and remote from the development of in formatics and data processing in general. Furthermore, difficulties have occurred resulting from the differing concepts of reasoning, deci sion making and methodology. We therefore decided to start a series of seminars with the attempt to bring scientists from both medicine and informatics together to discuss basic principles of informatics and medicine and to attempt a synthesis between the problems in medicine and health care delivery and methods in informatics to approach a solu tion of these problems. This volume contains the lecture notes of the first seminar of this type.

Author : Anne Persson,Janis Stirna
Publisher : Springer
Page : 611 pages
File Size : 55,9 Mb
Release : 2004-08-18
Category : Computers
ISBN : 9783540259756

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Advanced Information Systems Engineering by Anne Persson,Janis Stirna Pdf

th CAiSE 2004 was the 16 in the series of International Conferences on Advanced Information Systems Engineering. In the year 2004 the conference was hosted by the Faculty of Computer Science and Information Technology, Riga Technical University, Latvia. Since the late 1980s, the CAiSE conferences have provided a forum for the presentation and exchange of research results and practical experiences within the ?eld of Information Systems Engineering. The conference theme of CAiSE 2004 was Knowledge and Model Driven Information Systems Engineering for Networked Organizations. Modern businesses and IT systems are facing an ever more complex en- ronment characterized by openness, variety, and change. Organizations are - coming less self-su?cient and increasingly dependent on business partners and other actors. These trends call for openness of business as well as IT systems, i.e. the ability to connect and interoperate with other systems. Furthermore, organizations are experiencing ever more variety in their business, in all c- ceivable dimensions. The di?erent competencies required by the workforce are multiplying. In the same way, the variety in technology is overwhelming with a multitude of languages, platforms, devices, standards, and products. Moreover, organizations need to manage an environment that is constantly changing and where lead times, product life cycles, and partner relationships are shortening. ThedemandofhavingtoconstantlyadaptITtochangingtechnologiesandbu- ness practices has resulted in the birth of new ideas which may have a profound impact on the information systems engineering practices in future years, such as autonomic computing, component and services marketplaces and dynamically generated software.

Author : Anonim
Publisher : Unknown
Page : 446 pages
File Size : 48,9 Mb
Release : 1993
Category : Louisiana
ISBN : UGA:32108025856058

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Directory of Louisiana Manufacturers by Anonim Pdf