Como Transformar Obje Es Dos Clientes Em Oportunidades De Vendas
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Spin Selling
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Author : Neil Rackham
language : en
Publisher: Taylor & Francis
Release Date : 2020-04-28
Spin Selling written by Neil Rackham and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-28 with Business & Economics categories.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
The Ultimate Sales Machine
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Author : Chet Holmes
language : en
Publisher: Penguin
Release Date : 2007-06-21
The Ultimate Sales Machine written by Chet Holmes and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-06-21 with Business & Economics categories.
NEWLY REVISED AND UPDATED The bestselling business playbook for turbocharging any organization, updated for modern audiences with new and never-before-seen material Every single day 3,076 businesses shut their doors. But what if you could create the finest, most profitable and best-run version of your business without wasting precious dollars on a thousand different strategies? When The Ultimate Sales Machine first published in 2007, legendary sales expert Chet Holmes gave us the key to do just that. All you need is to focus on twelve key areas of improvement—and practice them over and over with pigheaded discipline. Now, a decade later, Chet’s daughter Amanda Holmes breathes new life into her father’s classic advice. With updated language to match our ever-changing times and over 50 new pages of content, The Ultimate Sales Machine will help any modern reader transform their organization into a high-performing, moneymaking force. With practical tools, real-life examples, and proven strategies, this book will show you how to: • Teach your team to work smarter, not harder • Get more bang from your marketing for less • Perfect every sales interaction by working on sales, not just in sales • Land your dream clients This revised edition expands on these proven concepts, with checklists to get faster ROIs, Core Story Frameworks to get your company to number one in your marketplace, and a bonus, never-before-revealed chapter from Chet, “How to Live a Rich and Full Life,” that will put you in the best possible mindset to own your career. For every CEO, manager, and business owner who wants to take their organization to the next level, The Ultimate Sales Machine will put you and your company on the path to success—and help you stay there!
Fa A F Cil
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Author : Faça Fácil
language : pt-BR
Publisher: On Line Editora
Release Date : 2018-03-19
Fa A F Cil written by Faça Fácil and has been published by On Line Editora this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-03-19 with Art categories.
Nesta edição, apresentamos uma variedade imensa de sugestões, entre elas uma parede renovada com a técnica do patchwork, uma cômoda totalmente estilizada com a praticidade do estêncil e um armário de cozinha com listras em degradê. Mas se você não tiver muito tempo, também ensinamos ideias rápidas e originais, por exemplo, transformar lâmpadas queimadas em belos vasinhos e um ralador de cozinha em luminária. As novidades não param por aí! Em 10 de fevereiro, tivemos o nosso 1º Fórum de Artesanato, onde discutimos, com cerca de 40 artesãos e artistas plásticos, o futuro do segmento, indicando caminhos e tendências. A matéria completa você confere na seção “Especial”. Como você pôde observar, a capa da nossa Faça Fácil também mudou. Nosso objetivo é destacar mais ideias deste rico conteúdo editorial na “embalagem” da nossa publicação. E um dos destaques fica por conta do designer Peter Paiva, que ensina opções de sabonetes artesanais para você vender nesta Páscoa, além de dar muitas dicas para o seu próprio negócio. Assim como ele, acredite em seu potencial e valorize-se! O artesanato pode, com certeza, mudar a sua vida. E nós estamos aqui para lhe dar todos os incentivos!
Dobre Seus Lucros
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Author : Bob Fifer
language : pt-BR
Publisher: Agir Editora
Release Date : 2014-01-24
Dobre Seus Lucros written by Bob Fifer and has been published by Agir Editora this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-01-24 with Business & Economics categories.
VOCÊ GOSTARIA DE: Diminuir consideravelmente seus custos em pesquisa e desenvolvimento, computadores, recursos humanos e desembolsos de capital? Reduzir em 15% ― ou até 3% ― os custos dos bens e serviços que sua empresa contrata de fornecedores externos? Saber quanto cada um dos seus clientes está disposto a pagar para poder cobrar o maior preço possível? Estimular seus funcionários a maximizar os lucros da empresa? Conseguir um aumento significativo de eficiência em sua equipe de vendas? Dobrar os lucros da sua empresa em seis meses ou menos? Então, Dobre seus lucros é o livro perfeito! Baseado nos resultados obtidos em empresas incluídas na lista das 5 maiores feita pela revista Fortune, Bob Fifer mostra como maximizar seus lucros em etapas fáceis de aplicar na sua empresa.
Como Se Transformar Em Um Operador E Investidor
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Author :
language : pt-BR
Publisher: Gulf Professional Publishing
Release Date :
Como Se Transformar Em Um Operador E Investidor written by and has been published by Gulf Professional Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on with categories.
Canais De Vendas E Marketing Como Selecionar E Gerenciar Canais De Vendas E Marketing Para Crescer De Forma Lucrativa
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Author : Michael K. White
language : pt-BR
Publisher: Autêntica Business
Release Date : 2024-02-26
Canais De Vendas E Marketing Como Selecionar E Gerenciar Canais De Vendas E Marketing Para Crescer De Forma Lucrativa written by Michael K. White and has been published by Autêntica Business this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-02-26 with Business & Economics categories.
Os canais de vendas e marketing são o que possibilita que produtos e serviços fabricados ou prestados por milhões de empresas ao redor do mundo encontrem seus clientes e consumidores. Os canais são o meio de acesso ao consumo de tudo que existe disponível para ser comprado e os principais responsáveis pela promoção e consolidação das marcas. Nas últimas duas décadas, esse ecossistema que garante o abastecimento de tudo que é necessário e desejado por pessoas e organizações foi impactado sobremaneira pelos avanços tecnológicos e pelas mudanças no comportamento dos consumidores. A busca por compras a qualquer momento e em qualquer lugar elevou as expectativas dos compradores e pressionou as organizações a migrarem para uma abordagem de canal omnichannel. Em Canais de Vendas e Marketing, Julian Dent e Michael White, duas das maiores autoridades nesse assunto, depuram de forma precisa e completa todas as facetas dessa disciplina para que as empresas sejam capazes de elaborar estratégias e façam a gestão competente dos canais de vendas e marketing de seus negócios. Neste livro você vai aprender quais são os canais disponíveis na atualidade e os papéis que eles podem desempenhar na sua estratégia de distribuição de produtos ou serviços, na rentabilidade do seu negócio e na promoção e fortalecimento da sua marca. Ao longo do texto, os autores também apresentam uma série de métricas que ajudarão você a tomar melhores decisões de canal na sua empresa. Canais de Vendas e Marketing vem preencher uma lacuna, no mercado brasileiro, de livros que abordam esse assunto de maneira profunda, rigorosa e ao mesmo tempo prática. É um livro recomendado especialmente para dirigentes de empresas, gestores de marketing e vendas e estudiosos da área.
Managing Innovation
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Author : Joe Tidd
language : en
Publisher: Wiley
Release Date : 2013-07-10
Managing Innovation written by Joe Tidd and has been published by Wiley this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-07-10 with Business & Economics categories.
Managing Innovation is an established, bestselling text for MBA, MSc and advanced undergraduate courses on innovation management, management of technology, new product development and entrepreneurship. It is also widely used by managers in both the services and manufacturing sectors. Now in its fifth edition, Managing Innovation has been fully revised and now comes with a fully interactive e-book housing an impressive array of videos, cases, exercises and tools to bring innovation to life. The book is also accompanied by the Innovation Portal at www.innovation-portal.info, which contains an extensive collection of additional digital resources for both lecturers and students. Features: The Research Notes and Views from the Front Line feature boxes strengthen the evidence-based and practical approach making this a must read for anyone studying or working within innovation The Innovation Portal www.innovation-portal.info is an essential resource for both student and lecturer and includes the Innovation Toolkit – a fully searchable array of practical innovation tools along with a compendium of cases, exercises, tools and videos The interactive e-book that accompanies the text provides enriched content to deepen the readers understanding of innovation concepts
Marketing 4 0
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Author : Philip Kotler
language : en
Publisher: John Wiley & Sons
Release Date : 2016-11-17
Marketing 4 0 written by Philip Kotler 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 2016-11-17 with Business & Economics categories.
Marketing has changed forever—this is what comes next Marketing 4.0: Moving from Traditional to Digital is the much-needed handbook for next-generation marketing. Written by the world's leading marketing authorities, this book helps you navigate the increasingly connected world and changing consumer landscape to reach more customers, more effectively. Today's customers have less time and attention to devote to your brand—and they are surrounded by alternatives every step of the way. You need to stand up, get their attention, and deliver the message they want to hear. This book examines the marketplace's shifting power dynamics, the paradoxes wrought by connectivity, and the increasing sub-culture splintering that will shape tomorrow's consumer; this foundation shows why Marketing 4.0 is becoming imperative for productivity, and this book shows you how to apply it to your brand today. Marketing 4.0 takes advantage of the shifting consumer mood to reach more customers and engage them more fully than ever before. Exploit the changes that are tripping up traditional approaches, and make them an integral part of your methodology. This book gives you the world-class insight you need to make it happen. Discover the new rules of marketing Stand out and create WOW moments Build a loyal and vocal customer base Learn who will shape the future of customer choice Every few years brings a "new" marketing movement, but experienced marketers know that this time its different; it's not just the rules that have changed, it's the customers themselves. Marketing 4.0 provides a solid framework based on a real-world vision of the consumer as they are today, and as they will be tomorrow. Marketing 4.0 gives you the edge you need to reach them more effectively than ever before.
Intelig Ncia Mercadol Gica
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Author : José Augusto Minarelli
language : pt-BR
Publisher: Simplíssimo
Release Date : 2021-09-01
Intelig Ncia Mercadol Gica written by José Augusto Minarelli and has been published by Simplíssimo this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-09-01 with Education categories.
Como enfrentar o atual mercado de trabalho, que oferece menos empregos formais e estáveis? Como se posicionar diante das múltiplas oportunidades de trabalho como prestador de serviços autônomo e independente? O que é preciso para identificar essas oportunidades e vender serviços? É com esse tipo de pergunta que José Augusto Minarelli se depara na atividade de outplacement®, em sua conceituada empresa Lens & Minarelli Associados. Da vivência com milhares de executivos em transição de carreira e em busca de reposicionamento no mercado, Minarelli constata a necessidade de mudança da velha mentalidade do emprego tradicional pelo novo e mais atualizado software mental da prestação de serviços. Assim, propõe o original conceito da Inteligência Mercadológica (I.M.): o software mental gerador de oportunidades e negócios. O autor mostra como a I.M. se desdobra dentro das seis etapas do ciclo mercadológico de pesquisa de necessidades, desenvolvimento de soluções, divulgação e propaganda, venda, prestação do serviço e verificação dos resultados O autor também convida você a fazer o teste para medir o seu Quociente de Inteligência Mercadológica (QI.M.) e verificar se está preparado para enfrentar os desafios do atual mercado de trabalho.
Buyer Personas
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Author : Adele Revella
language : en
Publisher: John Wiley & Sons
Release Date : 2015-02-24
Buyer Personas written by Adele Revella 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 2015-02-24 with Business & Economics categories.
Named one of Fortune Magazine’s “5 Best Business Books” in 2015 See your offering through the buyer's eyes for more effective marketing Buyer Personas is the marketer's actionable guide to learning what your buyer wants and how they make decisions. Written by the world's leading authority on buyer personas, this book provides comprehensive coverage of a compelling new way to conduct buyer studies, plus practical advice on adopting the buyer persona approach to measurably improve marketing outcomes. Readers will learn how to segment their customer base, investigate each customer type, and apply a radically more relevant process of message selection, content creation, and distribution through the channels that earn the buyers' trust. Rather than relying on generic data or guesswork to determine what the buyer wants, the buyer persona approach allows companies to ask the buyer directly and obtain more precise and actionable guidance. Buyer personas are composite pictures of the people who buy solutions, services or products, crafted through a unique type of interview with the people the marketer wants to influence. This book provides step-by-step guidance toward implementing the buyer persona approach, with the advice of an internationally-respected expert. Learn who buys what, and why Understand your buyer's goals and how you can address them Tailor your marketing activities to your buyer's expectations See the purchase through the customer's eyes A recent services industry survey reports that 52 percent of their marketers have buyer personas, and another 28 percent expect to add them within the next two years – but only 14.6 percent know how to use them. To avoid letting such a valuable tool go to waste, access the expert perspective in Buyer Personas, and craft a more relevant marketing strategy.