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Professional Selling
Professional Selling: Types, Approaches and Management is an essential guide that covers the role of professional selling as part of an organization’s integrated marketing system. It presents, in detail, the various types of professional selling functions as well as the process of presenting a product to a customer and closing a sale. It describes how a professional salesperson should follow up after a sale in order to maintain customer satisfaction and develop a long-term relationship. This professional reference goes global, too, by discussing sales and negotiation activities in different cultures. The book does more than discuss the steps of selling; it also includes comprehensive information about what it takes to manage key accounts as well as salespeople, especially recruitment, training, compensation, and evaluation. It features exercises, cases, and role-playing to achieve its objectives. Salespeople and managers alike will benefit from the knowledge and guidance provided in Professional Selling: Types, Approaches and Management.
Singapore
None
Flight Stability and Automatic Control
This edition of this this flight stability and controls guide features an unintimidating math level, full coverage of terminology, and expanded discussions of classical to modern control theory and autopilot designs. Extensive examples, problems, and historical notes, make this concise book a vital addition to the engineer's library.
Co-Teaching – Everyday Life or Terra Incognita of Contemporary Education?
Following Dawid Juraszek's statement that education is in a way "a conversation (face to face, in the ether, in black and white)", the contributors, representing various scientific disciplines and various scientific centers in Poland and the Czech Republic, have started a discussion on co-teaching as a proposal for the school/university work in the next decade of the 21st century, hoping that the thoughts contained herein will prove helpful to all critically thinking and continuously improving teachers, academic staff and candidates for the profession. The publication consists of four interrelated parts: (1) teacher creator and implementer; (2) co-teaching in the educational practice of schools consists of reflections on the possibilities and real use of co-teaching in teachers' everyday work; (3) examples of co-teaching in academic education and (4) reflection on co-teaching. They all add up to a holistic picture of coteaching as it is implemented in current educational practice and can provide a basis for further research and discussion on this teaching strategy.
Work Stress and Coping Among Professionals
While aspiring to escape from the drudgery and alienation which seem to be the fate of manual workers, professionals have long realized to their distress that their professionalism and work commitment by no means reduce the stressfulness of their work. Such an awareness of the impact of work on their physical and emotional well-being has led the professionals to make efforts to maximize their person-environment fit and to enhance their coping and adapation, knowing, sometimes helplessly, that society, bureaucracy, and work organization continue to be a potent source of work stress. This book offers deep analyses of work stress and coping among professionals by a multidisciplinary research te...
Maintainability Of Facilities: For Building Professionals
This book focuses on spearheading the integration of maintainability, starting right from the design stage. To enable such integration, improving the knowledge of maintainability and setting maintainability benchmarks are two key issues. These objectives are fulfilled with the development of a comprehensive defect library, a material manual and a maintainability scoring system. These tools serve to define acceptable standards in design and construction practices, thus enhancing long-term maintainability of facilities.Maintainability of Facilities: For Building Professionals aims to improve the standard and quality of design, construction and maintenance practices to produce efficient facilities that require minimum maintenance. The text covers technical issues related to maintainability of major components of a facility, and discusses the implications and selection of materials for high maintainability.The target readers are practitioners and students in architecture, engineering, building, real estate, construction, project management, facilities management, quantity and building surveying.
Professional Practice for Interior Designers
This updated edition of the most comprehensive business guide for designers covers the interior design profession in a clear and well-organized style. From establishing a practice to managing a project, the reader progresses through all aspects of the business, whether in a small or large firm. The new edition includes additional information on ethics, as well as a companion website containing sample forms and other resources. This book is recommended by the NCIDQ as preparation for their professional registration examination.
Negotiate Your Way to Success
CREATE CONSENSUS AROUND YOUR IDEAS - AND ADVANCE YOUR CAREER! The business world turns on the art of the deal. And with Negotiate Your Way to Success, you'll master 24 powerful strategies designed to help you conduct negotiations of any type. This easy-to-read guide delivers step-by-step instruction on identifying and working with each negotiator's “hot button” issues, to ensure the process and the result satisfy all parties. You'll advance your own position and accomplish organizational goals in an atmosphere of productivity - not confrontation. Plus, you'll learn how to: Negotiate any type of business deal Understand and appeal to each party's “hot button” issues Negotiate effectively in cross-cultural situations Understand the “games people play” during negotiation Deal with emotions Employ essential active listening techniques Discover when to walk away from a negotiation
