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A unique and revolutionary "How- to" book targeted towards any Manager who endeavors to produce more effective, knowledge- based meetings. Sales Meeting Companion provides the reader with three different tools, packaged in a 188-page, user-friendly paperback. First Section: Storybook A series of stories relating to how and what can go wrong in sales meetings and why many employees walk out scratching their heads, thinking, "What a waste of time". This section provides solutions that make "go- nowhere" meetings a thing of the past. Second Section: Chapters Lessonbook This part invites the reader to browse 26 different chapters that will accelerate sales, improve customer service, and increase client retention. Third Section: Toolbook The last section summarizes and gives the manager an area to compile notes for his/her future meetings. Each toolbook comprises a thesis paragraph encapsulating the root of the chapter, along with thought- provoking questions and answers which are easily used by the manager to challenge and test the sales staff. Each of these chapters makes it easy for the Manager to give new and insightfu information for powerful weekly or bi-weekly meetings.
The Blackwell Companion to Social Movements is a compilation of original, state-of-the-art essays by internationally recognized scholars on an array of topics in the field of social movement studies. Contains original, state-of-the-art essays by internationally recognized scholars Covers a wide array of topics in the field of social movement studies Features a valuable introduction by the editors which maps the field, and helps situate the study of social movements within other disciplines Includes coverage of historical, political, and cultural contexts; leadership; organizational dynamics; social networks and participation; consequences and outcomes; and case studies of major social movements Offers the most comprehensive discussion of social movements available
This book is a complete sales and negotiating guide for mainland China and includes practical and measurable techniques that have been tested and proven to work with Fortune 500 companies operating in the 'Middle Kingdom'. It is divided into four main areas: The Knowledge The Sales Call The Negotiation The Maintenance The book is the result of my 8 years of training in sales and negotiation skills across mainland China, as well as running a multi-city, multicultural company in the 'World's Most Stressful Country' (according to Newsweek). The book includes a collection of anecdotes from this experience, as well as case studies developed by working closely with leading companies in China. Some of these companies include Rockwell Automation, Microsoft, Thomson, SAP, and NBC. Sales and negotiating is not easy, particularly when done in a country with completely new values and rules of engagement. The purpose of this book is to lay the rules out clearly, and provide the reader with an easy to understand strategy to doing business in mainland China.
Formerly published by Chicago Business Press, now published by Sage Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Author Gregory A. Rich delves into the challenges faced by today′s sales managers, covering topics such as technology, globalization, and social selling, keeping your students up-to-date with the latest developments in the field.
" ... Biographical sketch of the man who has become known around the world simply as "Uncle Buddy."--Back cover.
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This case study book provides 30 cases and responses from 90 OD consultants with expert insights specific to each particular case topic. This book is the culmination of ten years of collaboration between the Homer Johnson, Peter Sorensen and Therese Yaeger, and the OD Network that originally printed these cases in the OD Practitioner. Now with the 30 case studies compiled in one OD resource book, both practitioners and academics can experience an OD challenge and value the differing responses from OD experts.