Sales Excellence Pocketbook

Author : Patrick Forsyth
Publisher : Management Pocketbooks
Page : 114 pages
File Size : 44,7 Mb
Release : 2015-09-16
Category : Business & Economics
ISBN : 9781907077432

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Sales Excellence Pocketbook by Patrick Forsyth Pdf

Key techniques to help maximise the effectiveness of your next sales meeting. The Sales Excellence Pocketbook explains how to make the right initial impression, how to discover customer needs, how to present the best possible case and, crucially, how to close successfully. Also gives tips and techniques on how to prepare for the sales meeting and how to follow-up effectively. The Journal of International Selling and Sales Management said of the book: 'A very practical guide to adapting the sales approach to specific customer needs. This Pocketbook could be regularly used with advantage by anyone engaged in selling'.

Author : Patrick Forsyth
Publisher : Pocketbooks
Page : 105 pages
File Size : 48,9 Mb
Release : 1999-05
Category : Selling
ISBN : 1870471571

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The Sales Excellence Pocket Book by Patrick Forsyth Pdf

Maximize the effectiveness of your next sales meeting. How to make the right initial impression, to discover customer needs, present the best possible case and close successfully. Plus tips and techniques on preparing for the sales meeting and effective follow-up.

Author : Clive Bonny
Publisher : Management Pocketbooks
Page : 130 pages
File Size : 49,9 Mb
Release : 2015-09-16
Category : Business & Economics
ISBN : 9781907077746

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Salesperson's Pocketbook by Clive Bonny Pdf

All the techniques for successful selling are here, from planning a sales campaign and prospecting for business through to making the sales pitch and developing customer relationships. The Salesperson's Pocketbook is a clear concise guide to improving sales results. The book follows an 8-stage model (The Direct Sales Cycle) with each stage being covered in a separate chapter. The author has extensive experience of direct sales - UK and overseas, public and private sector - and of sales training. He combines both to good effect in this lively and highly visual Pocketbook.

Author : Patrick Forsyth
Publisher : Management Pocketbooks
Page : 114 pages
File Size : 41,5 Mb
Release : 2015-09-16
Category : Business & Economics
ISBN : 9781907077371

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Negotiator's Pocketbook by Patrick Forsyth Pdf

This is the first of several books that Patrick Forsyth has written in the Pocketbooks Series (see also The Sales Excellence Pocketbook next page) and continues to be a firm favourite with our customers. Negotiation is a skill that you need to learn and practise; The Negotiator's Pocketbook will help you do both. A quickly assimilated, comprehensive guide to the negotiation process, it covers the fundamentals of negotiation, preparation, essential techniques, managing the process and interpersonal behaviour. 'It's the sort of thing you should keep in your car and reread in the car park just before going into a meeting', concluded one magazine reviewer.

Author : Patrick Forsyth
Publisher : Pocketbooks
Page : 116 pages
File Size : 46,8 Mb
Release : 2017-04-04
Category : Business & Economics
ISBN : 9781907078729

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Meetings Pocketbook by Patrick Forsyth Pdf

The Meetings Pocketbook reveals all the do's and don't's needed to make meetings successful. Updated and now in its 3rd edition, this popular pocketbook covers advance preparation, chairing, controlling discussions, effective participation and use of minutes. Essential reading for both organisers and participants. 'Don't arrange or attend another meeting without reading it', recommended one reader. A 'straightforward reminder of the rules' said another.

Author : Patrick Forsyth
Publisher : Management Pocketbooks
Page : 114 pages
File Size : 48,8 Mb
Release : 2015-09-16
Category : Business & Economics
ISBN : 9781907077814

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Managing Upwards Pocketbook by Patrick Forsyth Pdf

How to get the best from your working relationship with your boss and other senior people is the subject of The Managing Upwards Pocketbook. It begins by looking at what makes a good boss and what drives the relationship - from both the subordinate's and the boss's perspective. There is advice on how to build a partnership that is constructive, straightforward, trusting and mutually beneficial. Under the heading 'working to create impact' the book deals with such matters as taking a brief, objectives and targets, using timings and deadlines to advantage, and progress reports. Subsequent chapters detail how to communicate with senior people (including listening to each other), how to get agreement and how to handle difficulties such as poor information flow, broken promises, the 'leave it to me' syndrome and more serious issues such as bullying and sexual harassment. Job appraisals, are dealt with too.

Author : Patrick Forsyth
Publisher : Marshall Cavendish International Asia Pte Ltd
Page : 226 pages
File Size : 54,9 Mb
Release : 2009-11-28
Category : Business & Economics
ISBN : 9789814312059

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100 Great Sales Ideas by Patrick Forsyth Pdf

Selling is crucial to the very survival of any company. This book contains 100 great sales ideas, extracted from the world’s best companies, to help anyone improve their sales and their careers.Ideas provide the fuel for individuals and companies to create value and success. Indeed the power of ideas can even exceed the power of money. One simple idea can be the catalyst to move markets, inspire colleagues and employees, and capture the hearts and imaginations of customers. This book can be that very catalyst. Each idea is succinctly described and is followed by advice on how such an idea can be applied to the reader’s own business situation. A simple but potentially powerful book for anyone seeking new inspiration and that essential ingredient for success.

Author : Patrick Forsyth
Publisher : John Wiley & Sons
Page : 118 pages
File Size : 54,8 Mb
Release : 2004-01-16
Category : Business & Economics
ISBN : 9781841125060

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Self Development for Sales People by Patrick Forsyth Pdf

The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

Author : Patrick Forsyth
Publisher : Marshall Cavendish
Page : 196 pages
File Size : 44,8 Mb
Release : 2007
Category : Selling
ISBN : 9812614486

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Outsmarting Your Competitors by Patrick Forsyth Pdf

Author : Anonim
Publisher : Unknown
Page : 128 pages
File Size : 42,6 Mb
Release : 2024-06-30
Category : Electronic
ISBN : 8173141738

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Sales Person's Pocketbook by Anonim Pdf

Author : Sean McManus
Publisher : Management Pocketbooks
Page : 114 pages
File Size : 51,8 Mb
Release : 2014-01-01
Category : Business & Economics
ISBN : 9781908284426

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Interviewer's Pocketbook by Sean McManus Pdf

The Interviewer's Pocketbook has had a major overhaul in this new third edition and now focuses exclusively on the recruitment interview. The opening chapters look in detail at the necessary skills for conducting an interview: questioning techniques, listening skills and interpretation of body language. Types of question are explored, with ways in which to use them, as well as questions to avoid asking, while a helpful example interview shows the techniques in action. Later chapters cover preparing for and conducting the interview, including looking at job descriptions and specifications, preparing evidence questions, and evaluation of candidates.

Author : Mike Pezet
Publisher : Management Pocketbooks
Page : 130 pages
File Size : 54,5 Mb
Release : 2015-09-16
Category : Business & Economics
ISBN : 9781907077944

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Feedback Pocketbook by Mike Pezet Pdf

Lack of feedback and coaching to aid development is the third most cited reason for resignations at work. 'Netgeners' with their reliance on social networking and instant messaging have added even greater impetus to the need for performance feedback. Feedback is integral to learning: it helps to develop skills, knowledge and confidence, and reinforces desired behaviours. It can reassure and thus reduce anxiety; and it can help people see the 'bigger picture', leading to greater alignment with organisational goals and needs. The Feedback Pocketbook encourages managers (and trainers) to use informal, formal and generative feedback as part of their day-to-day approach to motivating, managing and developing people. It explains how to construct and deliver feedback, and demonstrates how to use the underlying dynamics (explicit and implicit) to secure feedback acceptance.

Author : Michael Applegarth
Publisher : Management Pocketbooks
Page : 114 pages
File Size : 40,6 Mb
Release : 2015-09-16
Category : Business & Economics
ISBN : 9781907077241

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Empowerment Pocketbook by Michael Applegarth Pdf

Empowerment is often confused with delegation and, wrongly, is often seen as a form of power or authority over another person. The authors of The Empowerment Pocketbook prefer to liken empowerment to a licence that is issued only after those concerned have proven their ability and only when the scope and conditions of the activity to which the licence applies are clearly defined. This Pocketbook explains what empowerment is, what can be gained when it is in place and how to put it there and keep it there. It will be helpful to managers, trainers, consultants and all those people who are concerned with getting the best from their workforce. Areas covered include: identifying the need for empowerment, enabling the individual, implementation (nine steps to get empowerment in place) and, finally, monitoring and feedback.

Author : Stella Collins,Andy Lancaster
Publisher : Pocketbooks
Page : 113 pages
File Size : 44,5 Mb
Release : 2015-06-10
Category : Business & Economics
ISBN : 9781906610807

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Webinars Pocketbook by Stella Collins,Andy Lancaster Pdf

Engaging your audience and holding their attention is the principal focus of the Webinars Pocketbook. It will show you how to design, set-up and deliver internet-based meetings, presentations and training workshops that harness technology for maximum impact and effectiveness. The pocketbook begins by describing the different webinar tools available – such as web cams, polls, messaging windows, whiteboards and breakout rooms – and how and when they can be employed to your advantage. It then goes on to explain how you need to adapt your communication style and method of delivery to suit the virtual environment, including making good use of attractive visuals to support your message. An explanation of how to gain participant buy-in, several case studies, a troubleshooting section (problems and solutions) and the authors’ top 21 tips for successful webinars end the pocketbook on a practical note. Virtually the best advice there is!

Author : John Townsend
Publisher : Management Pocketbooks
Page : 100 pages
File Size : 50,6 Mb
Release : 2014-01-01
Category : Business & Economics
ISBN : 9781908284365

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Manager's Pocketbook by John Townsend Pdf

The Manager's Pocketbook is aimed at team leaders, supervisors and people managers of all levels. The 5th edition of this popular title in the Pocketbook Series will be published in March 2014. Using the acronym POLCA, the pocketbook teaches the five essential management skills: 'P' for 'planning'; 'O' for 'organising'; 'L' for 'leading'; 'C' for 'coaching/correcting'; and, 'A' for 'achieving'. There is a separate chapter on each of these five skills, preceded by an overview of the manager's role. The Manager's Pocketbook is extensively illustrated and concisely presented, reflecting the lively, right-brained approach that author John Townsend has developed throughout his long career in helping managers excel and deal with the many challenges they face.