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If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count. Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results? Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works. Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’ At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow. PRAISE FOR SALES THERAPY ‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy
Almost weekly, the news is full of stories about disappearing retail chains. From House of Fraser and BHS to Toys'R'Us and Sears, recognised names are vanishing overnight – as such large organizations disappear, so the malls, shopping centres, high streets and main streets become emptier and less appealing to visit. The retail sector is hugely important in terms of job numbers: in the US, it employs around 30 million people (directly and indirectly); in the UK, around 10 million. As such, anything that jeopardises the retail sector will have a deep and lasting impact on millions of lives, as well as on public policy. While many blame the 'Amazon effect', this is an oversimplification. Deeper forces are at work that are changing people's relationships with brands, the balance of power between producers and consumers, and the whole nature of the supply chain that has existed since the industrial revolution. Retail Therapy offers a comprehensive analysis of these forces and their impact on the world of retailing. More importantly, it presents a cogent analysis of the longer term trends that are shaping retailing, and outlines a clear road map for sustainable success in the future.
Update yourself on the latest developments in intellectual property regulation and practices As the 2019 supplement to the Fifth Edition of Intellectual Property, Valuation, Exploitation, and Infringement Damages, this handbook covers changes made to laws and industry practices within the last year since the current edition's release. Like its parent volume, it is designed to simplify the process of attaching a dollar amount to intangible assets, be it for licensing, mergers and acquisitions, loan collateral, or investment purposes. The author explains commonly used strategies for determining the value of intellectual property, as well as methods used to set royalty rates based on investment rates of returns. The text also examines the business economics of strategies involving intellectual property licensing and joint ventures, providing practical tools for evaluating the investment aspects of such arrangements and discussing the legal, tax, and accounting practices and procedures related to them. In addition, analytical models are provided that can be used to determine reasonable royalty rates for licensing and for determining fair equity splits in joint venture arrangements. The author gives these models practical applications, critiquing commonly used royalty rate derivation techniques and presenting real world examples of exploitation strategies being used by major corporations. Understand the theory behind intellectual property law and industry practices Learn from practical real-world case studies Ensure compliance with any relevant regulations Get ahead of the competition by subscribing and being among the first to receive the supplement Written by the President of Intellectual Property Research Associates, this supplement is an excellent expansion of the foundation laid in Intellectual Property, Valuation, Exploitation, and Infringement Damages. It will prove a valuable investment for any professional whose field deals with intellectual property, its law, and its administration.
Horticultural Therapy and the Older Adult Population is the guidebook you’ve been waiting for since the American Horticultural Therapy Association’s (AHTA) 1981 publication. With an updated collection of chapters in the area of horticultural therapy and older adults--ranging from a review of relevant literature to descriptions of existing horticultural therapy programs--this book will stimulate networking and information sharing among horticultural therapists and other professionals working with older adults, spur new ideas, and foster continuing research in the field. The book’s importance is recognized internationally, and it is soon to be published in Japanese. In Horticultural Therapy and the Older Adult Population, you will find chapters on garden designs to enhance the horticultural therapy experience, descriptions of existing horticultural therapy programs for older adults, and new research to evaluate the effectiveness of horticultural therapy with this population. Whether you’re an established horticultural therapist, a nursing home administrator, or a gerontology educator, this book will help you design gardens, set up and evaluate programs, and develop curriculum. Horticultural Therapy and the Older Adult Population also includes the results of a survey sent to all registered members of AHTA who work with the older adult population. The survey responses provide information about the institutions and the population served, programming activities, program staffing, program evaluation, and funding. Another beneficial feature of the book is a resource-packed bibliography. Prepared as a service to horticultural therapists and others working with older adults, it covers the most relevant publications--giving you more places to find inspiration and ideas for improving care to the elderly through horticultural therapy.
This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Praise for Marketing for the Mental Health Professional: An Innovative Guide for Practitioners "This book is packed with useful strategies that have worked for years and years in the business world. People who follow the advice here are going to go places." —Dr. Thomas Phelan, Psychologist and bestselling author of 1-2-3 Magic "David's book is brilliant! He guides us through our own resistance and the unquestioned beliefs we have held around marketing, money, and our profession. Not only have I received a long-overdue education, David has inspired in me the creativity, courage, and confidence to create my own vision." —Melinda Edwards, MD, Psychiatrist A hands-on guide to building a successful mental health practice There is real opportunity for growth, advancement, and overall success within the mental health profession. Marketing for the Mental Health Professional helps you acquire and apply the powerful, proven sales and marketing techniques and strategies needed to create and cultivate a thriving mental health practice. Filled with real-life stories and helpful tips, this book provides you with the tools to build your practice, including guidance on: Using customer-based selling to create a thriving practice Developing effective strategies for engaging clients, building credibility, and earning loyalty Identifying true prospects that will lead to long-term success Using power, influence, and persuasion to help grow your practice Creating an impression and being remembered Using Internet technology to start a conversation and build relevance A practical guide for professionals looking to achieve long-term success in the field, Marketing for the Mental Health Professional proposes a different way of thinking about the profession. It leverages and incorporates key business, sales, and marketing principles that "best in class" organizations and sales/marketing professionals use to generate an increase in market share, financial wealth, and overall achievement.
In this 10th Anniversary text, Thomas M. Skovholt and Len Jennings paint an elaborate portrait of expert or "master" therapists. The book contains extensive qualitative research from three doctoral dissertations and an additional research study conducted over a seven-year period on the same ten master therapists. This intensive research project on master therapists, those considered the "best of the best" by their colleagues, is the most extensive research on high-level functioning of mental health professionals ever done. Therapists and counselors can use the insights gained from this book as potential guidelines for use in their own professional development. Furthermore, training programs may adopt it in an effort to develop desirable characteristics in their trainees. Featuring a brand new Preface and Epilogue, this 10th Anniversary Edition of Master Therapists revisits a landmark text in the field of counseling and therapy.