El Vendedor Desafiante
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El Vendedor Desafiante
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Author : Matthew Dixon
language : es
Publisher: Spanish Publishers
Release Date : 2012-04-24
El Vendedor Desafiante written by Matthew Dixon and has been published by Spanish Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-04-24 with Business & Economics categories.
Este es un libro de ventas diferente. No se trata de resumir sólo un método de venta o mostrar las experiencias de un vendedor exitoso, sino que es el resultado de una profunda investigación acerca de los vendedores y sus características. Las conclusiones de esa extensa investigación han sido sorprendentes y en algunos casos contradictorias con la sabiduría convencional. El mejor vendedor no es quien mejor relaciones públicas hace, sino aquél que logra un desafío con el comprador, que conoce el negocio como nadie y que es capaz de controlar el diálogo del proceso de venta. Sepa cuáles son las características de sus vendedores y cómo convertirlos en vendedores desafiantes.
The Challenger Customer
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Author : Brent Adamson
language : en
Publisher: Penguin
Release Date : 2015-09-08
The Challenger Customer written by Brent Adamson and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-08 with Business & Economics categories.
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
El Vendedor Al Minuto
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Author : Spencer Johnson
language : es
Publisher:
Release Date : 1985
El Vendedor Al Minuto written by Spencer Johnson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1985 with Selling categories.
The Challenger Sale
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Author : Matthew Dixon
language : en
Publisher: Penguin UK
Release Date : 2012-10-01
The Challenger Sale written by Matthew Dixon and has been published by Penguin UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-10-01 with Business & Economics categories.
THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C. www.executiveboard.com www.thechallengersale.com
The Greatest Salesman In The World
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Author : Og Mandino
language : en
Publisher: Bantam
Release Date : 2011-01-05
The Greatest Salesman In The World written by Og Mandino and has been published by Bantam this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-01-05 with Business & Economics categories.
The runaway bestseller with more than five million copies in print! You too can change your life with the priceless wisdom of ten ancient scrolls handed down for thousands of years. “Every sales manager should read The Greatest Salesman in the World. It is a book to keep at the bedside, or on the living room table—a book to dip into as needed, to browse in now and then, to enjoy in small stimulating portions. It is a book for the hours and for the years, a book to turn to over and over again, as to a friend, a book of moral, spiritual and ethical guidance, an unfailing source of comfort and inspiration.”—Lester J. Bradshaw, Jr., Former Dean, Dale Carnegie Institute of Effective Speaking & Human Relations “I have read almost every book that has ever been written on salesmanship, but I think Og Mandino has captured all of them in The Greatest Salesman in the World. No one who follows these principles will ever fail as a salesman, and no one will ever be truly great without them; but, the author has done more than present the principles—he has woven them into the fabric of one of the most fascinating stories I have ever read.”—Paul J. Meyer, President of Success Motivation Institute, Inc. “I was overwhelmed by The Greatest Salesman in the World. It is, without doubt, the greatest and the most touching story I have ever read. It is so good that there are two musts that I would attach to it: First, you must not lay it down until you have finished it; and secondly, every individual who sells anything, and that includes us all, must read it.”—Robert B. Hensley, President, Life Insurance Co. of Kentucky
David Lynch
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Author : Dennis Lim
language : en
Publisher: Houghton Mifflin Harcourt
Release Date : 2015
David Lynch written by Dennis Lim and has been published by Houghton Mifflin Harcourt this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015 with Biography & Autobiography categories.
Part of James Atlas's Icons series, a revealing look at the life and work of David Lynch, one of the most enigmatic and influential filmmakers of our time
Lady Defiant
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Author : Suzanne Robinson
language : en
Publisher: Fanfare
Release Date : 2011-09-07
Lady Defiant written by Suzanne Robinson and has been published by Fanfare this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-09-07 with Fiction categories.
Although she is accustomed to men who judge her by her looks, Oriel Richmond is furious when she overhears the dark and roguish Blade Fitzstephen describing her in less than flattering terms.
El Teatro P Nico De Fernando Arrabal
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Author : Diego Santos Sánchez
language : es
Publisher: Boydell & Brewer Ltd
Release Date : 2014
El Teatro P Nico De Fernando Arrabal written by Diego Santos Sánchez and has been published by Boydell & Brewer Ltd this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014 with Drama categories.
Este libro es el primero en examinar lo radicalmente nuevo y desafiante Teatro Pánico, un grupo de obras compuestas por Arrabal entre 1957 y 1966, en el apogeo del movimiento avant-garde. ENGLISH VERSION This book is the first to examine closely the radically new and challenging Panic Theatre, a group of plays composed by Arrabal between 1957 and 1966, at the zenith of the avant-garde movement. El presente libro estudia el Teatro Pánico de Fernando Arrabal, un conjunto de textos concebidos durante los primeros años del autor en París, entre 1957 y 1966. Escritas en el momento de mayor auge de la vanguardia, las obras vehiculan una teatralidad radicalmente innovadora cuya piedra angular la constituye el lenguaje ceremonial. La ceremonia pánica que subyace a toda esa dramaturgia es objeto de un profundo análisis a la luz de Le Panique, texto programático del propio Arrabal en que el autor identifica los tres conceptos que desencadenan la creación artística: memoria, azar y confusión. El estudio se detiene en los procesos por los que la memoria determina que las obras abandonen la mímesis, y el azar articula los materiales recuperados de la memoria en tramas y estructuras hilvanadas con gran precisión. Asimismo se incide en cómo los sujetos, objetos, marcos espacio-temporales y palabras se ven sometidos a un proceso de confusión que genera una forma teatral absolutamente innovadora. El concepto de lo pánico, situado en el epicentro de esta experimentación formal, dota de coherencia y unicidad teórica a este aparentementeheterogéneo grupo de obras. Diego Santos Sánchez es Alexander von Humboldt Fellow en la Humboldt-Universität en Berlin. ENGLISH VERSION The Panic Theatre is a set of plays conceived by Fernando Arrabal between1957 and 1966, the author's first years in Paris. Composed at the zenith of the avant-garde movement, they convey a radically new and challenging theatricality whose cornerstone is their ceremonial shape. The plays' underlying panic ceremony is thoroughly studied in light of Arrabal's programmatic text Le Panique, that singles out three key concepts responsible for artistic creation: memory, chance and confusion. This study shows how memory determines the plays' departure from mimesis and how chance articulates the materials recalled from memory into precisely arranged plots. Furthermore, subjects, objects, spatial-temporal frames and words are subject to confusion, inan attempt to create an utterly innovative form of theatre. This group of seemingly heterogeneous plays is given theoretical coherence and consistency by placing the idea of panic at the centre of a great formal experimentation. Diego Santos Sánchez is an Alexander von Humboldt Fellow at Humboldt-Universität in Berlin.
Outlive Your Life
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Author : Max Lucado
language : en
Publisher: Thomas Nelson
Release Date : 2012-04-23
Outlive Your Life written by Max Lucado and has been published by Thomas Nelson this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-04-23 with Religion categories.
Dear Friend, May I share a story that is very dear to my heart? It's a story of hillbillies and simple folk, net casters and tax collectors. A story of a movement that exploded like a just-opened fire hydrant out of Jerusalem and spilled into the ends of the earth: into the streets of Paris, the districts of Rome, and the ports of Athens, Istanbul, Shanghai, and Buenos Aires. A story so mighty, controversial, head spinning, and life changing that two millennia later we wonder: Might it happen again? Heaven knows we hope so. These are devastating times: 1.75 billions people are desperately poor; one billion are hungry. Lonely hearts indwell our neighborhoods and attend our schools. In the midst of it all, here we stand: you, me, and our one-of-a-kind lives. We are given a choice ... an opportunity to make a big difference during a difficult time. What if we did? What if we rocked the world with hope? Worth a try, don't you think? - Max Lucado One hundred percent of the author's royalties from Outlive Your Life products will benefit children and families through World Vision and other ministries of faith-based compassion.
El Vendedor De Ideas
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Author : Franklin Díaz
language : es
Publisher: Franklin A. Díaz Lárez
Release Date : 2017-09-29
El Vendedor De Ideas written by Franklin Díaz and has been published by Franklin A. Díaz Lárez this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-09-29 with Business & Economics categories.
El vendedor de ideas es una persona que se dedica al estudio y análisis minucioso de las conductas y necesidades humanas para utilizarlas en su provecho personal. Este libro contiene un riguroso análisis sobre los elementos que se necesitan para llegar a ser un buen vendedor de ideas, diferenciándolo de forma clara y explícita de aquellos que solo se dedican a la venta de artículos o servicios. Un texto con el que se pretende ayudar al lector en la comprensión del fenómeno de las necesidades, las razones y los "porqués" de las conductas humanas, con la única finalidad de utilizarlos a su favor para producir dinero en abundancia. Contiene una exposición detallada de las estrategias para persuadir, seducir y convencer a los compradores, partiendo del conocimiento de sus maneras de pensar y de sus necesidades intrínsecas. Se advierte que no es un libro de lectura fácil para religiosos, personas de moralidad extrema, ni para quienes piensen que ganar dinero de forma excesiva está mal mientras haya tanta gente en el mundo pasando necesidades.