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Get More Referrals Now! The Four Cornerstones That Turn Business Relationships Into Gold

Bill Cates, Bill Cates


Get More Referrals Now! The Four Cornerstones That Turn Business Relationships Into Gold Bill Cates, Bill Cates Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based selling techniques, readers: Work less and earn more by getting existing customers to work for them generating high-quality referrals Turnevery business contact into a relationship and every relationship into a sales success story...


Compensating New Sales Roles : How to Design Rewards That Work in Today's Selling Environment

Jerome A. Colletti, Mary S. Fiss


Compensating New Sales Roles : How to Design Rewards That Work in Today's Selling Environment Jerome A. Colletti, Mary S. Fiss COMPENSATING NEW SALES ROLES How to Design Rewards That Work in Today's Selling Environment In every industry the traditional sales force is disappearing. To grow and prosper today, companies are focused on managing the total customer experience-- with an increasing number of jobs now playing key roles in the sales process. But what exactly are these new sales roles? How are they compensated? Now this action manual shows how to: ** understand why sales forces are evolving into new acquisitions specialists, retention sales specialists, telephone sales managers, service consultants, and more ** design state-of-the-art compensation plans for new sales roles ** implement a compensation plan that rewards top performers ** measure the effectiveness of the plan. JEROME A. COLLETTI is president and CEO of The Alexander Group, Inc., a nationwide management consulting firm specializing in marketing and sales. MARY S. FISS is a consulting manager with The... книги, книжный магазин, интернет-магазин COMPENSATING NEW SALES ROLES How to Design Rewards That Work in Today's Selling Environment In every industry the traditional sales force is disappearing. To grow and prosper today, companies are focused on managing the total customer experience-- with an increasing number of jobs now playing key roles in the sales process. But what exactly are these new sales roles? How are they compensated? Now this action manual shows how to: ** understand why sales forces are evolving into new acquisitions specialists, retention sales specialists, telephone sales managers, service consultants, and more ** design state-of-the-art compensation plans for new sales roles ** implement a compensation plan that rewards top performers ** measure the effectiveness of the plan. JEROME A. COLLETTI is president and CEO of The Alexander Group, Inc., a nationwide management consulting firm specializing in marketing and sales. MARY S. FISS is a consulting manager with The......

Career Opportunities in Aviation and the Aerospace Industry

Susan Echaore-McDavid


Career Opportunities in Aviation and the Aerospace Industry Susan Echaore-McDavid Facts on File. - Current trends in the workplace; - Career news of special interest to women; - Minority issues and resources; - Reports on the latest salary information; - Full-page listing of free and inexpensive career guidance materials; - Job briefs gleaned from a wide variety of sources; - Reviews of new books on career guidance and the job search; - News about college and graduate-level education; - Facts on File. - Current trends in the workplace; - Career news of special interest to women; - Minority issues and resources; - Reports on the latest salary information; - Full-page listing of free and inexpensive career guidance materials; - Job briefs gleaned from a wide variety of sources; - Reviews of new books on career guidance and the job search; - News about college and graduate-level education; - "College and university teachers: a statistical profile"; - "Long-term employment outlook"; - "Top companies providing opportunities for Hispanics"; - "Good news for engineers and scientists"; - "Nursing now an in-demand profession"; - "What's a living wage?"; - "The best routes into high tech"; - "Rising stars: Women CEOs of tomorrow"; - "Is the teacher shortage over?"; - "The career counselor specialization: an update"; - "A new take on the link between education and earnings"; -......

The 7 Powers of Questions: Secrets to Successful Communication in Life and at Work

Dorothy Leeds


The 7 Powers of Questions: Secrets to Successful Communication in Life and at Work Dorothy Leeds A smart way to find the answers we need to succeed-in business, relationships, and life. Questions... demand answers stimulate thinking give us valuable information put us in control get people to open up lead to quality listening get people to sell themselves They're an essential tool of the seeker and the problem-solver, and in our personal and professional lives, they can make the difference between getting what we want and going without. Questions have power-and by harnessing that power, we can change our world. This unique book reveals the seven powers of questions-and shows how to use them most effectively. Learn how questions can improve relationships, help determine what people really want, uncover opportunities, persuade others, and get more out of every business or personal encounter. A smart way to find the answers we need to succeed-in business, relationships, and life. Questions... demand answers stimulate thinking give us valuable information put us in control get people to open up lead to quality listening get people to sell themselves They're an essential tool of the seeker and the problem-solver, and in our personal and professional lives, they can make the difference between getting what we want and going without. Questions have power-and by harnessing that power, we can change our world. This unique book reveals the seven powers of questions-and shows how to use them most effectively. Learn how questions can improve relationships, help determine what people really want, uncover opportunities, persuade others, and get more out of every business or personal encounter. "Impressive in its insights and practical applications, The 7 Powers of Questions gives us an entirely new way to turn an......

Success Programs for Working Women in Business. Program 6: Getting Men to Agree...Better Business Decision-Making.

Ted H. Hess


Success Programs for Working Women in Business. Program 6: Getting Men to Agree...Better Business Decision-Making. Ted H. Hess This program is for working women who are fed up with the male dominance in their business or social organization. This is a program for women who want to break into the This program is for working women who are fed up with the male dominance in their business or social organization. This is a program for women who want to break into the "good old boy" network for a greater chance at getting promoted and having a voice in the future of their organization. This program outlines the techniques for making more logical and objective business decisions. A female supervisor or "informal leader" who wants to be part of a more logical decision-making process can use this program workbook. Phase I of the workbook sets the tone by explaining that group decision-making will be the focus, however many of the processes can be used for individual decisions. Phase II reviews eight decision-making processes and invites the reader toselect one to use at work. Phase III presents refinements to the processes in phase II where more objectivity and logic are desired in the decision-making process. Examples are brainstorming and how to select the best alternative. ......


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Get More Referrals Now! The Four Cornerstones That Turn Business Relationships Into Gold. Bill Cates, Bill Cates . Книги.

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