John wiley sons inc jun 2014 (3 Ergebnisse)

Buch. Zustand: Neu. Neuware - What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller-the insight seller-is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 'Connect.' Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 'Convince.' Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 'Collaborate.' Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.…

Buch. Zustand: Neu. Neuware - A revised edition of the bestselling classicThis book covers strategy for organisations that operate more than one business, a situation commonly referred to as group-level or corporate-level strategy. Corporate-level strategy addresses four types of decisions that only corporate-level managers can make: which businesses or markets to enter, how much to invest in each business, how to select and guide the managers of these businesses, and which activities to centralise at the corporate level. This book gives managers and executive students all the tools they need to make and review effective corporate strategy across a range of organisations.…

Taschenbuch. Zustand: Neu. Neuware - The authoritative industry guide on good practice for planning and scheduling in construction This handbook acts as a guide to good practice, a text to accompany learning and a reference document for those needing information on background, best practice, and methods for practical application. A Handbook for Construction Planning & Scheduling presents the key issues of planning and programming in scheduling in a clear, concise and practical way. The book divides into four main sections: Planning and Scheduling within the Construction Context; Planning and Scheduling Techniques and Practices; Planning and Scheduling Methods; Delay and Forensic Analysis. The authors include both basic concepts and updates on current topics demanding close attention from the construction industry, including planning for sustainability, waste, health and safety and Building Information Modelling (BIM). The book is especially useful for early career practitioners - engineers, quantity surveyors, construction managers, project managers - who may already have a basic grounding in civil engineering, building and general construction but lack extensive planning and scheduling experience. Students will find the website helpful with worked examples of the methods and calculations for typical construction projects plus other directed learning material. This authoritative industry guide on good practice for planning and scheduling in construction is written in a direct, informative style with a clear presentation enabling easy access of the relevant information with a companion website providing additional resources and learning support material. - the authoritative industry guide on construction planning and scheduling - direct informative writing style and clear presentation enables easy access of the relevant information - companion website provides additional learning material.…