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Premeditated Selling
Winning a sale doesn’t happen by accident. Selling requires thoughtful preparation and flawless execution. Because no two sales opportunities are exactly the same, a seller must develop a sales strategy for each opportunity that’s as unique as the opportunity itself. Premeditated Selling: Developing the Right Strategy for Every Opportunity provides a scalable five-step process and tools for managing complex sales. The authors also explore strategic elements that exist in every major sales opportunity and use case studies to show best (and worst) practices in action. The end result is a book that gives readers a solid foundation for developing effective opportunity strategies.
The Cursillo Movement in America
The internationally growing Cursillo movement, or "short course in Christianity," founded in 1944 by Spanish Catholic lay practitioners, has become popular among American Catholics and Protestants alike. This lay-led weekend experience helps participants recommit to and live their faith. Emphasizing how American Christians have privileged the individual religious experience and downplayed denominational and theological differences in favor of a common identity as renewed people of faith, Kristy Nabhan-Warren focuses on cursillistas--those who have completed a Cursillo weekend--to show how their experiences are a touchstone for understanding these trends in post-1960s American Christianity. Drawing on extensive ethnographic fieldwork as well as historical research, Nabhan-Warren shows the importance of Latino Catholics in the spread of the Cursillo movement. Cursillistas' stories, she argues, guide us toward a new understanding of contemporary Christian identities, inside and outside U.S. borders, and of the importance of globalizing American religious boundaries.
Mastering Major Account Selling
Major accounts are not just big little accounts - they're fundamentally different. Mastering Major Account Selling explores the skills and competencies of top performers selling in major accounts. Three core sales performance skills are addressed in Chapter 1 a asking questions, active listening and positioning your capabilities. Best practices for five business development competencies are explored in Chapter 2: identifying leads, qualifying leads, preparing for calls, handling objections, and obtaining commitment.
The Art of Modern Sales Management
Learn everything you need to know to be a top sales manager! Sales management has changed dramatically in the past decade. With increasing globalization and many companies adding more virtual workers, the task of managing these diverse sales teams has become increasingly complicated. In a connected and evolving world it is hard to offer a definitive guide, but this book strives to sketch out a blueprint for managing performance in a changing sales landscape. Each chapter is written by a sales professional and thought leader, many with experience as both a salesperson and as a sales manager. Learn from their experience and utilize the action plans at the end of each chapter to grow into a better leader for your team, whether they are down the hall or across the world.
10 Steps to Successful Customer Service
Providing great customer service has never been more critical for the success of any business. 10 Steps to Successful Customer Service is designed as a quick but effective check up to ensure that front line professionals as well as customer service managers focus on the key practices that keep and create satisfied customers. Beginning with a focus on individual motivation for service, Maxine Kamin covers all the bases critical for success from trust and relationship building to maintaining a big picture perspective to avoid burn out on the job. The 10 Steps to creating spectacular customer service! Step 1: Identify Service Motivation and Mission Step 2: Define Great Service for Your Organization Step 3: Form Great Relationships Step 4: Build Trusting Relationships that Last Step 5: Use the Law of Attraction—Be Positive Step 6: Aggressively Solve Problems—the Bigger the Better Step 7: Recover from Mistakes Gracefully Step 8: Give Customers and Yourself a Break Step 9: Keep It Cool When Things Get Hot Step 10: Be Your Own Best Customer
Selling Healthcare
800x600 Build the Healthcare Sales Relationships That Power Enduring Success Healthcare salespeople have immense opportunities. But enduring success demands more than training and great products. You need High-Return Relationships: pre-qualified connections elevated by genuine shared passions and a long-term outlook. Selling Healthcare will help you build those relationships. It leverages decades of experience in healthcare sales and management, and it’s packed with insights from healthcare sales pros—in pharmaceuticals, medical devices, hospice, home health, and beyond. Whether you sell to hospital executives, doctors, office staffs, nursing home directors, or anyone in healthcare, thes...
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Computation of Ramjet Internal Flowfields
This document reports on the computation of Ramjet Internal Flowfields. It is divided into two sections, i.e. subsonic and supersonic combustion. To numerically simulated subsonic combustion the time-dependent Navier-Stokes equations are used with additional species equations incorporated to model hydrocarbon-air combustion. To compute supersonic combustion the parabolized Navier-Stokes equations are utilized (PNS) with species equations to simulate hydrogen-air combustions. Model cases are computed and compared with limited experimental data. Keywords: PNS; Ramjet; Scramjet engines; Computational fluids; Dynamics. (AW).
