Action Research For Professional Selling
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Action Research For Professional Selling
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Author : Peter McDonnell
language : en
Publisher: Routledge
Release Date : 2016-03-23
Action Research For Professional Selling written by Peter McDonnell and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-03-23 with Business & Economics categories.
Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.
Action Research For Professional Selling
DOWNLOAD
FREE 30 Days
Author : Peter McDonnell
language : en
Publisher: Routledge
Release Date : 2016-03-23
Action Research For Professional Selling written by Peter McDonnell and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-03-23 with Business & Economics categories.
Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.
Writing Up Your Action Research Project
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Author : Jean McNiff
language : en
Publisher: Routledge
Release Date : 2015-12-22
Writing Up Your Action Research Project written by Jean McNiff and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-12-22 with Education categories.
Many practice-based researchers have expert knowledge of doing research but often experience difficulties when writing it up and communicating the significance of what they have done. This book aims to help bridge the gap. Packed with practical advice and strong theoretical resources it takes you through the basics of designing and producing your text so that it will meet established standards and high quality assurance expectations. Divided into 3 distinctive parts, key points include: understanding writing practices engaging with the literatures how to write up a project report or dissertation how writing is judged in terms of professional and academic writing practices developing ideas for further study and publication Writing up Your Action Research Project is an essential text for practitioners on professional education and undergraduate courses across disciplines who want their writing to reflect the excellence of their research. It is the ideal companion to the author’s You and Your Action Research Project, now in its fourth edition.
Professional Selling A Trust Based Approach
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Author : Thomas N. Ingram
language : en
Publisher: Cengage Learning
Release Date : 2007-02-05
Professional Selling A Trust Based Approach written by Thomas N. Ingram and has been published by Cengage Learning this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-02-05 with Business & Economics categories.
PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations (such as Holt Equipment, CDW Corporation, and TransWestern Publishing). Many professors wish to build a foundation for selling that precedes in-depth discussion in the areas of sales strategy and sales techniques. Given that it is often difficult and time-consuming to build realistic cases and role-playing exercises, PROFESSIONAL SELLING provides such content and pedagogy in many of its key features, including Developing Professional Selling Knowledge, Building Professional Selling Skills, and Making Professional Selling Decisions. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Emerging Trends In Professional Selling
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Author : Paul A. Sparks
language : en
Publisher:
Release Date : 2011
Emerging Trends In Professional Selling written by Paul A. Sparks and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011 with Achievement motivation categories.
A Research Agenda For Sales
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Author : Fernando Jaramillo
language : en
Publisher: Edward Elgar Publishing
Release Date : 2021-01-29
A Research Agenda For Sales written by Fernando Jaramillo and has been published by Edward Elgar Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-01-29 with Business & Economics categories.
A Research Agenda for Sales presents a roadmap of the future of sales. Eight recognized sales scholars discuss ideas that scholars are exploring and that firms can use for success in hypercompetitive markets with demanding customers. Featuring original research and current developments in the field, the chapters focus on critical topics and provide answers to important questions by company leaders and sales scholars.
Insight Selling
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Author : Mike Schultz
language : en
Publisher: John Wiley & Sons
Release Date : 2014-05-05
Insight Selling written by Mike Schultz and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-05-05 with Business & Economics categories.
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Action Selling
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Author : Duane Sparks
language : en
Publisher:
Release Date : 2003
Action Selling written by Duane Sparks and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Selling categories.
Professional Selling
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Author : Dawn Deeter-Schmelz
language : en
Publisher: SAGE Publications
Release Date : 2023-01-15
Professional Selling written by Dawn Deeter-Schmelz and has been published by SAGE Publications this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-01-15 with Business & Economics categories.
Formerly published by Chicago Business Press, now published by Sage Professional Selling, 2e covers key sales concepts and strategies through the approach of highlighting detailed aspects of each step in the sales process, from lead generation to closing. Coauthored by faculty from some of most successful sales programs in higher education, this insightful text also offers unique chapters on digital sales, customer business development strategies, and role-play.
You And Your Action Research Project
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Author : Jean McNiff
language : en
Publisher: Routledge
Release Date : 2004-06-01
You And Your Action Research Project written by Jean McNiff and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-06-01 with Education categories.
This book gives practical guidance on doing an action research project. Written for practitioners across professions who are studying on award-bearing courses, this book is packed full of useful advice and takes the reader through the various stages of a project, including: Starting your action research project Monitoring and documenting the action Techniques for dealing with the data Making claims to knowledge and validating them Making your research public: creating your living theory. The book's practical approach will appeal to practitioners and will encourage them to try out new strategies for improving their work. It will also be essential reading for those resource managers in schools, colleges and higher education institutions who are responsible for providing courses and support. This second edition of a best-selling book, has been thoroughly updated and improved by a number of features, being more accessible, dealing with current debates in literature and demonstrating the power of action research for individual practices.