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1. |
Record Nr. |
UNINA9910778941203321 |
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Autore |
Hunter Mark <1956-> |
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Titolo |
High-profit selling [[electronic resource] ] : win the sale without compromising on price / / Mark Hunter |
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Pubbl/distr/stampa |
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New York, : American Management Association, 2012 |
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ISBN |
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Edizione |
[1st edition] |
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Descrizione fisica |
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1 online resource (289 p.) |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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CONTENTS; INTRODUCTION; CHAPTER 1: You Are Hurting Your Profit; What Is This Book Worth to You?; To Maximize Profit, Change How You View Your Customers; It's Time to Look in the Mirror; Your Confidence Drives Your Attitude; Can a Company Asking a Higher Price Really Win?; People Don't Buy-They Only Invest; Forget About Your Competition; CHAPTER 2: ''Profit'' Is Not a Dirty Word; Are You Chasing the Shiny Object?; Do You Think ''Profit'' Is a Dirty Word?; How Do We Define Profit?; What Does ''Immediate Profit'' Mean?; What Is Your Customer Worth Down the Road? |
Calculate Your Customer's Profitability Sustainability Factor A Big Order at the Wrong Price Isn't Worth It; Intellectual Profitability Adds Up; Minimize the Profit Takers; ''Profit'' Is a Beautiful Word; CHAPTER 3: Use Needs and Benefits to Command a Higher Price; Chasing the Shiny Object; Determining the Customer's Needs and Benefits; Separating Good Information from Bad; What We Can Learn About Needs and Benefits from Apple; Using Follow-Up Questions to Categorize a Customer's Needs; Needs? Benefits? What's the Difference, Anyway?; CHAPTER 4: Creating Real Value Using Your Price Point |
Forming Real Value Around Price Creating the Price Point; The Power of the Ultra-Price Package; Ultra-Prices and a Salesperson's Beliefs; The ''No Negotiation'' Philosophy; Sales Managers: Don't Empower Salespeople to Give Away Profit; Where Does the ''No Negotiation'' Policy Work Best?; Rules for an Effective ''No Negotiation'' Policy; Making |
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the ''No Negotiation'' Policy Work, Despite So Many Rules; Using Time to Drive Value; CHAPTER 5: Prospecting That Works; Past Growth Doesn't Guarantee Future Growth; Finding New Customers Is Not an Optional Job Activity |
Prospect or Suspect? Do You Know the Difference? Is Prospecting Ingrained in Your Daily Routine?; Can't Prospect? Then You Can't Sell; What Is a Prospect?; Not All Prospects Are Created Equal; Assumptive vs. Inquisitive; Tactical Comments and Questions: The Price Squeeze; Strategic Questions Lead to Long-Term Relationships; Aim High When Prospecting; Make Prospecting Part of Your Daily Routine; Holiday Prospecting; Just Do It; CHAPTER 6: Sell More by Talking Less; How Professional Buyers Use Silence; Give Control to the Customer; How to Use Your Personality to Ask Questions |
Questions That Work for You How Much Time Do You Talk on a Sales Call?; Tactics Buyers Use to Speed Up the Sales Call; Why Salespeople Fail; An Example of Not Listening; Learn Your Customer's Language; The Best Follow-Up Questions; Put the Pride Aside: It's Costing You Money; Expand Your Question List; Do You Respect Your Customer?; The Two-Second Pause; Close Too Fast and You Lose Profit; The More the Customer Talks, the More You're Prepared for the Next Sale, Too; Keep Your Eye on the Prize; CHAPTER 7: Skip the Sales Presentation; Why Preparation Is Essential |
Preparing a Sales Presentation Does Not Mean You Will Use It |
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Sommario/riassunto |
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All sales aren't created equal. This book shows readers how to close deals that truly make a profit. |
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2. |
Record Nr. |
UNINA9910694199303321 |
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Titolo |
H.R. 2567, the Antifreeze Bittering Act of 2005 : hearing before the Subcommittee on Environment and Hazardous Materials of the Committee on Energy and Commerce, House of Representatives, One Hundred Ninth Congress, second session, May 23, 2006 |
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Descrizione fisica |
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1 online resource (iii, 151 p.) |
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Soggetti |
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Antifreeze solutions - Law and legislation - United States |
Poisons - Law and legislation - United States |
Hazardous substances - Law and legislation - United States |
Antifreeze solutions - Additives - United States |
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Materiale a stampa |
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Livello bibliografico |
Monografia |
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3. |
Record Nr. |
UNINA9910703354203321 |
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Titolo |
Controls on microbial community structure and function in soil and rhizosphere ... annual report |
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Pubbl/distr/stampa |
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[Washington, D.C.], : U.S. Dept. of Agriculture, Agricultural Research Service |
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Descrizione fisica |
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Disciplina |
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Soggetti |
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Soil microbiology - Maryland |
Soil ecology - Maryland |
Soils - Maryland - Analysis |
Soil ecology |
Soil microbiology |
Soils - Analysis |
Periodicals. |
Maryland |
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Livello bibliografico |
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