LEADER 01008nam0 22002651i 450 001 SUN0031490 005 20060515120000.0 010 $a22-330-0216-4 100 $a20041228d1991 |0frec50 ba 101 $afre 102 $aFR 105 $a|||| ||||| 200 1 $aˆLa‰ protection de la souveraineté aérienne$fKi-Gab Park$gpréface de Daniel Bardonnet 210 $aParis$cPedone$d(1991) 215 $a403 p.$d22 cm. 620 $dParis$3SUNL000046 700 1$aPark$b, Ki-Gab$3SUNV026173$0234239 702 1$aBardonnet$b, Daniel$3SUNV026174 712 $aPedone$3SUNV002017$4650 801 $aIT$bSOL$c20181109$gRICA 912 $aSUN0031490 950 $aUFFICIO DI BIBLIOTECA DEL DIPARTIMENTO DI GIURISPRUDENZA$d00 CONS XIII.Eh.4 $e00 7914 995 $aUFFICIO DI BIBLIOTECA DEL DIPARTIMENTO DI GIURISPRUDENZA$h7914$kCONS XIII.Eh.4$op$qa 996 $aProtection de la souverainete aerienne$9647435 997 $aUNICAMPANIA LEADER 03573oam 2200481 450 001 9910827671503321 005 20190911100039.0 010 $a1-118-65105-7 010 $a1-118-65110-3 035 $a(OCoLC)864916769 035 $a(MiFhGG)GVRL8FMF 035 $a(EXLCZ)992670000000342299 100 $a20140529d2013 uy 0 101 0 $aeng 135 $aurun|---uuuua 181 $ctxt 182 $cc 183 $acr 200 10$aPower questions to win the sale $eovercoming nine critical sales challenges /$fAndrew Sobel 210 $aHoboken, N.J. $cWiley$d2013 210 1$aHoboken, New Jersey :$cWiley,$d2013. 215 $a1 online resource (v, 33 pages) $cillustrations 225 0 $aGale eBooks 300 $aDescription based upon print version of record. 311 $a1-118-64800-5 327 $aCover; Title Page; Copyright; Contents; Chapter 1 The Right Question Really Can Win the Sale; Chapter 2 Clients Have Changed-Are You Keeping Up?; Chapter 3 Challenge One: Plan a Great Meeting; Chapter 4 Challenge Two: Sequence Your Questions; Scenario One: You Asked a Prospect for a Meeting; Scenario Two: You Asked a Current Client for a Meeting; Scenario Three: A Prospect Calls You and Asks to Meet; Scenario Four: A Current Client Calls You and Asks to Meet; Chapter 5 Challenge Three: Build Rapport; Questions to Build Rapport; Chapter 6 Challenge Four: Establish Your Credibility 327 $aQuestions to Build Your Credibility Chapter 7 Challenge Five: Understand Their Issues; Questions to Help You Understand a Client's Issues; Chapter 8 Challenge Six: Develop a Need; Questions to Explore an Identified Need; Chapter 9 Challenge Seven: Create a Next Step; Questions to Create a Next Step; Chapter 10 Challenge Eight: Position Your Proposal to Win; Chapter 11 Challenge Nine: Unblock a Sale That Is Stalled; Precondition One: There Must Be a Significant Problem or Opportunity; Questions; Precondition Two: The Executive Must Own the Problem; Questions 327 $aPrecondition Three: There Is Dissatisfaction with the Rate of Improvement or Change Questions; Precondition Four: The Client Believes That You Are the Most Trusted, Highest-Value Alternative; Questions; Precondition Five: The Buyer Believes That Key Stakeholders Are Aligned to Move Forward; Questions; Chapter 12 Conclusion; Additional Resources; Excerpt from Power Questions; 1. Good Questions Trump Easy Answers; 2. If You Don't Want to Hit Bottom, Stop Digging the Hole; 3. The Four Words; About the Author; Other Wiley Books by Andrew Sobel 330 $aUse the power of questions to accelerate your sales process and gain client commitment. Skillfully build rapport. Establish your credibility. Uncover a client's issues. Determine if your prospect is really ready to buy. Get commitment to a next step. Power Questions to Win the Sale provides specific strategies and techniques to help you successfully manage the most common challenges in sales. For each step in the sales process, it gives you a series of thoughtful questions that will help you rapidly turn a contact into a client. Drawing on the author's bestselling 606 $aSelling 606 $aDirect selling 606 $aBusiness communication 615 0$aSelling. 615 0$aDirect selling. 615 0$aBusiness communication. 676 $a658.85 700 $aSobel$b Andrew$01650874 801 0$bMiFhGG 801 1$bMiFhGG 906 $aBOOK 912 $a9910827671503321 996 $aPower questions to win the sale$94053860 997 $aUNINA LEADER 04346nam 22006735 450 001 9910639892903321 005 20230810180433.0 010 $a3-031-17467-4 024 7 $a10.1007/978-3-031-17467-4 035 $a(MiAaPQ)EBC7166138 035 $a(Au-PeEL)EBL7166138 035 $a(CKB)25913983400041 035 $a(DE-He213)978-3-031-17467-4 035 $a(PPN)267814291 035 $a(EXLCZ)9925913983400041 100 $a20221226d2023 u| 0 101 0 $aeng 135 $aurcnu|||||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aFracture, Fatigue, Failure and Damage Evolution, Volume 3 $eProceedings of the 2022 Annual Conference on Experimental and Applied Mechanics /$fedited by Allison Beese, Ryan B Berke, Garrett Pataky, Shelby Hutchens 205 $a1st ed. 2023. 210 1$aCham :$cSpringer International Publishing :$cImprint: Springer,$d2023. 215 $a1 online resource (108 pages) 225 1 $aConference Proceedings of the Society for Experimental Mechanics Series,$x2191-5652 311 08$aPrint version: Beese, Allison Fracture, Fatigue, Failure and Damage Evolution, Volume 3 Cham : Springer International Publishing AG,c2023 9783031174667 327 $aSize Effect Analysis and Characterization of Quasi?brittle Fracture of Sandstone Rocks -- Fracture Response of Additively Manufactured Aluminum Alloys: Effects of Loading-Rate and Build Orientation -- Open Hole Fatigue Testing of CNT Infused GFRP Multi-scale Composite Laminates using Infrared Thermography -- Effects of Work Hardening on 314 Stainless Steel Alloy -- Gap Test Consequences for Fracture Mechanics of Quasibrittle Materials and Plastic-Hardening Metals -- Testing and Calibration of an in-house built Fatigue Testing Machine -- Fatigue Testing of Additively Manufactured 17-4PH Stainless Steel Samples with a Stress Concentration -- Mixed-mode Fracture Interactions Along Centrally Cracked Weakened Planes -- Use of Full-field Strain Measurements to Determine Mechanical Properties of Shale Under Repeated Cyclic Loading -- Multiaxial Fatigue of Crystallizing Natural Rubber Under Non-relaxing Loadings: A Study on the Fatigue Life Reinforcement -- The Integrated Digital Image Correlation Technique Applied to Fracture Mechanics: An Improvement on Crack Detection and Localization -- Fatigue of Layered Jamming Materials -- The Novel ?Fracture? Gun at the U.S. Army Research Laboratory for Precise, Highly Instrumented Impact Experiments. 330 $aFracture, Fatigue, Failure and Damage Evolution, Volume 3 of the Proceedings of the 2022 SEM Annual Conference & Exposition on Experimental and Applied Mechanics, the third volume of six from the Conference, brings together contributions to this important area of research and engineering. The collection presents early findings and case studies on a wide range of areas, including: Novel Experimental Methods Extreme Environments Interfacial Fracture Integration of Models & Experiments Mechanics of Energy & Energetic Materials Integration of Models & Experiments In Situ Techniques for Fatigue & Fracture Microscale & Microstructural Effects on Mechanical Behavior. 410 0$aConference Proceedings of the Society for Experimental Mechanics Series,$x2191-5652 606 $aMaterials$xFatigue 606 $aMaterials$xAnalysis 606 $aMechanics, Applied 606 $aContinuum mechanics 606 $aBuilding materials 606 $aMaterials Fatigue 606 $aCharacterization and Analytical Technique 606 $aEngineering Mechanics 606 $aContinuum Mechanics 606 $aStructural Materials 615 0$aMaterials$xFatigue. 615 0$aMaterials$xAnalysis. 615 0$aMechanics, Applied. 615 0$aContinuum mechanics. 615 0$aBuilding materials. 615 14$aMaterials Fatigue. 615 24$aCharacterization and Analytical Technique. 615 24$aEngineering Mechanics. 615 24$aContinuum Mechanics. 615 24$aStructural Materials. 676 $a620.1126 702 $aBeese$b Allison 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910639892903321 996 $aFracture, Fatigue, Failure and Damage Evolution, Volume 3$93564625 997 $aUNINA