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Selling to China: Stories of Success, Failure, and Constant Change
by Ker D. GibbsThis book, authored by the head of the American Chamber of Commerce in Shanghai during the US-China trade war, is a sobering look at the realities of the intermeshed nature of the Chinese and American economies at a time of increasing political tension. Foreign companies are caught in the middle between compliance with US laws and policies versus doing what’s required to have support in China and access to the world’s largest growth market. Opportunities still exist, but this is a dangerous and complicated time. This book will be of interest to professionals, economists, and scholars of US-China relations.
Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale.
by Anthony ParinelloMaximize your sales abilities with this easy-to-follow, step-by-step guide to boost your sales career.There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You&’ll stop: -Wasting your precious selling time with &“non-decision&” makers -Getting any rejection whatsoever from gatekeepers -Working your keester off for itsy, bitsy sales -Losing sales that you thought you were going to win -Not making your sales quota You&’ll start: -Making sales that are up to 65 percent bigger -Cutting your sales cycle in half -Getting as much as 120 percent more add-on business from your existing customers -Getting VITO to VITO referrals worth pure gold -Making the income that you really deserve Take your sales career to the next level with these tips and tricks sure to selling anything!
Selling to Win
by Richard DennyRichard Denny is the "godfather of salesmanship" and Selling to Win has established itself as an international best-seller and classic sales text. One of the world's most inspirational business speakers, Richard has helped countless thousands of salespeople to become high flyers, and in this bestselling book he explains how to put his winning techniques into action. This 25th anniversary edition of Selling to Win has been fully revised and updated and is packed with even more unbeatable sales tips. You'll find tried and tested advice on how to: get a sale when you are not the cheapest; beat the competition; turn your customer into an ambassador; build a positive attitude that gets results; close a sale. Recognized worldwide as one of the most effective and powerful sales-improvement guides ever written, Selling to Win is the salesperson's bible.
Selling to the Affluent: The Professional's Guide To Closing The Sales That Count
by Dr. Thomas J. StanleyFrom the New York Times–bestselling coauthor of The Millionaire Next Door: &“No one better illuminates the who, where, and how of the affluent market&” (J. Arthur Urciuoli, former chairman at Merrill Lynch). In the bestselling classic The Millionaire Next Door, Dr. Thomas J. Stanley showed his readers where to look for the wealthy. In Selling to the Affluent, he shows us how to persuade them. This book provides an insightful roadmap of the motivations and purchasing patterns of the affluent—and delivers a strategy for salespeople to leverage that information to the best advantage. This book outlines all phases of the sales process, from approaching wealthy prospects to pinpointing their wants and needs—frequently different from those of less affluent markets—and selling both tangible and intangible products. It profiles several key demographics within the wealthy subset—including business owners, men and women, and the retired. It&’s the most detailed and inclusive manual on the market for selling to the wealthy. &“Dr. Stanley&’s strategies consider the real needs of the high income professionals—needs that go beyond any product or service. These needs are psychological and revolve around the recognition of the individual&’s extraordinary level of achievements. He provides some terrific insights as to how to solicit and maintain business by unconventional, but highly effective means.&” —Carolyn J. Cole, chairman and founder of The Cole Group and The institute of Economics and Finance &“Selling to the Affluent is well written, relevant, and exciting; it presents an important complementary extension to Marketing to the Affluent.&” —William D. Danko, PhD, coauthor of The Millionaire Next Door
Selling to the Affluent: The Professional's Guide to Closing the Sales that Count
by Thomas J. StanleyTom Stanley explains the mindset and buying patterns of wealthy individuals showing sales people how to approach this enormously attractive market, open doors, appeal to the "hot buttons" of the affluent, and sell to extremely successful people. He provides insights into different affluent groups.
Selling to the Government
by Mark AmtowerLearn the crucial ins and outs of the world's largest marketThe U.S government market represents the largest single market--anywhere. Government contract tracking firm Onvia estimates that government business--federal, state, local, and education--represents better than 40 percent of the nation's GDP. While anyone can play in this market, only those with the right preparation can win.Selling to the Government offers real-world advice for successful entry into the biggest market anywhere. Get proven approaches, strategies, tactics, and tools to make your business stand out, build relationships, understand procedures, and win high-stakes contracts. * Every year thousands of companies enter the massive U.S. Government (BtoG) marketplace, and by the end of the first year, most are gone and less than 10 percent make it to year two * Author has advised hundreds of companies, including Apple, Dell, CDW, Northrop Grumman, General Dynamics, IT, GTSI, and many small firms, on all aspects of marketing and selling to the governmentFrom the go/no-go decision, through company infrastructure requirements, marketing, sales, business development, and more, this book offers the best advice from the most recognized authority in the market.
Selling to the New Elite: Discover the Secret to Winning Over Your Wealthiest Prospects
by Jim Taylor Stephen Kraus Doug HarrisonBased on unprecedented research, The New Elitetook a behind-the-scenes look at America's most powerful and influential class - what motivates them, how they think, where they shop, and how they really spend their money. In this practical and fascinating follow-up, the authors reveal how salespeople and marketers can hone in on this wealthy class, pique their interest, and convert them into loyal customers. Presenting the best practices behind hundreds of mutually satisfying interactions between salespeople and buyers - based on studies of elite companies such as Lexus, Chanel, Neiman Marcus, Four Seasons, Cartier, and Louis Vuitton - Selling to the New Elitereveals what the truly rich want from brands, what they expect from the marketplace, and how the Great Recession has reshaped their purchasing patterns. Loaded with insight and indispensable techniques, this one-of-a-kind guide shows readers everywhere how they can win over the wealthiest customers. . . and become rich themselves.
Selling under the Swastika: Advertising and Commercial Culture in Nazi Germany
by Pamela E. SwettSelling under the Swastika is the first in-depth study of commercial advertising in the Third Reich. While scholars have focused extensively on the political propaganda that infused daily life in Nazi Germany, they have paid little attention to the role played by commercial ads and sales culture in legitimizing and stabilizing the regime. Historian Pamela Swett explores the extent of the transformation of the German ads industry from the internationally infused republican era that preceded 1933 through the relative calm of the mid-1930s and into the war years. She argues that advertisements helped to normalize the concept of a "racial community," and that individual consumption played a larger role in the Nazi worldview than is often assumed. Furthermore, Selling under the Swastika demonstrates that commercial actors at all levels, from traveling sales representatives to company executives and ad designers, enjoyed relative independence as they sought to enhance their professional status and boost profits through the manipulation of National Socialist messages.
Selling with Intention: The Mindset and Tools You Need to Double or Triple Your Sales This Year
by Ursula C. MentjesEvery Sales Person and Entrepreneur knows that selling is the key to success, but most never achieve their potential even after attending numerous trainings and reading dozens of books. Why? Most of the training industry focuses on technique without ever addressing the most important part of the sales process – what the Sales Person is saying to themselves. It doesn’t matter how well you implement the concepts and methods if you haven’t addressed the beliefs and behaviors that are sabotaging your efforts. “How we think about selling makes all the difference.” In Selling With Intention, Sales Expert and Certified Sales Coach Ursula Mentjes shares the expertise she uses to help clients double their sales revenues in as short as two months. Her principles and exercises will help you: Transform the way you think about and interact with your target clients, the sales process, and yourself as a sales person; Develop the mindset, systems, and intentional sales plan you need to significantly increase sales; Let go of the fears and limiting beliefs that have been sabotaging your efforts; Move forward with a renewed sense of confidence in solving clients’ problems; and Take a quantum leap toward your greatest sales goals.
Selling with Noble Purpose
by Lisa Earle McleodTurn an effective sales force into one that is truly outstandingDrawing on two decades of consulting with leading sales organizations, sales leadership expert Lisa Earle McLeod reveals how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers. Using hard data and compelling field stories, Selling with Purpose explains why salespeople who understand earnestly how they make a difference to customers outperform their more quota-driven counterparts. This book shows executives, managers, and aspiring sales leaders how to find your NSP and create a sales force of True Believers who drive revenue and do work that makes them proud.Explains why sales organizations with a clearly stated Noble Sales Purpose (NSP) dramatically outperform sales organizations driven by numbers aloneDetails how to find your NSP using a simple three-part formulaShares how to use NSP to make your salespeople more assertive, focused, and profitableIn an era where most organizations believe that money is the only way to motivate salespeople, Selling With Purpose offers a sustainable and exciting alternative.
Selling: Building Partnerships
by John F. Tanner Stephen B. CastleberrySelling: Building Partnerships 9e remains the most innovative textbook in Selling with its unique role plays, mini-cases, and focus on knowledge and skills critical to the partnership process and successful business professionals. Emphasized throughout is the need for salespeople to be flexible and adapt strategies to customer needs, buyer social styles, and other relationship needs and strategies. This is followed by thorough discussion of the salesperson as manager and how planning and continual learning enable effective selling and career growth. This market-leading textbook has been recently updated to include McGraw-Hill's Connect and SmartBook (available Summer 2016).
Selling: Building Partnerships
by John F. Tanner Stephen B. CastleberrySelling: Building Partnerships, 11e remains faithful to the original goal of the product since its first edition-- that instructors don’t want to teach the history of selling, rather they want their students to know how it is done. While many things have changed in sales, such as the changing roles for technology and the increased use of multichannel go-to-market strategies, students still need to practice their newly learned skills, make ethical choices, and adapt their skills to their audience. Selling; Building Partnerships addresses all of these with distinct roleplays, mini case studies, and current examples throughout. The products’ emphasis on value creation makes it appropriate not only for students pursuing a sales career, but also those who seek these skills for other roles in life and business.
Sem Esforço: Torne Mais Fácil de Fazer O Que É Mais Importante
by Greg McKeownEste livro oferece conselhos práticos para tornarmos as atividades essenciais mais fáceis de realizar, de modo a alcançarmos os resultados desejados sem entrar em burnout. Autor do bestseller mundial Essencialismo, que vendeu mais de um milhão de exemplares em todo o mundo. Alguma vez sente que: As coisas são mais difíceis do que eram antes? Sabe que algo é importante mas tem dificuldade em fazê-lo? Corre mais depressa mas não se aproxima dos seus objetivos? Quer contribuir mais mas falta-lhe energia? Fomos condicionados a acreditar que o caminho para o sucessoé pavimentado com trabalho duro. Se quisermos ser excelentes, temos de nos esforçar mais, pensar mais e fazer mais. Se não estamos permanentemente exaustos, é porque não estamos a fazer o suficiente. Mas, ultimamente, trabalhar no duro parece mais difícil do que nunca. E quanto mais esgotados ficamos, mais esforço é necessário para progredir. Como resultado, muitas vezes trabalhamos o dobro apenas para alcançar metade. Sem Esforço oferece conselhos práticos para tornarmos as atividades essenciais mais fáceis de realizar, de modo a alcançarmos os resultados desejados sem entrar em burnout. McKeown ensina a: Transformar tarefas aborrecidas em rituais divertidos; Estabelecer um ritmo sustentável; Simplificar os processos; Entre muitas outras questões. A maneira fácil não é a maneira preguiçosa, mas sim a maneira inteligente. E pode, até, ser a única maneira. «Greg McKeown dá continuação a Essencialismo, mostrandocomo decompor as tarefas para fazer menos, mas melhor.» — Financial Times
SemProM
by Wolfgang WahlsterThe development of low-cost, compact digital storage, sensors and radio modules allows us to embed digital memories into products to record key events. Such computationally enhanced products can perceive and control their environment, analyze their observations, and communicate with other smart objects and human users. Digital product memories (DPMs) will play a key role in the upcoming fourth industrial revolution based on cyber-physical production systems, resulting in improvements in traceability and quality assurance, more efficient and flexible production, logistics, customization, and recycling, and better information for the consumer. SemProM was a major industrial and academic research project that examined all aspects of the design and implementation of semantic product memories, and this book is a comprehensive assessment of the results achieved. The introductory chapters explain the fundamental ideas and the organization of the related project, while the remaining parts explain how to build, model and process DPMs, multimodal interaction using them, and selected applications. This work is inherently multidisciplinary and the related ideas, technologies, and implementations draw on results in fields such as semantic technologies, machine-to-machine communication, intelligent sensor networks, instrumented environments, embedded systems, smart objects, RFID technology, security, and privacy. The contributing authors are leading scientists and engineers, representing key academic teams and companies. The book explains successful deployment in applications such as manufacturing, green logistics, retail, healthcare, and food distribution, and it will be of value to both researchers and practitioners.
Semantic Applications: Methodology, Technology, Corporate Use
by Bernhard Humm Anatol Reibold Thomas HoppeThis book describes methodologies for developing semantic applications. Semantic applications are software applications which explicitly or implicitly use the semantics, i.e. the meaning of a domain terminology, in order to improve usability, correctness, and completeness. An example is semantic search, where synonyms and related terms are used for enriching the results of a simple text-based search. Ontologies, thesauri or controlled vocabularies are the centerpiece of semantic applications. The book includes technological and architectural best practices for corporate use. The authors are experts from industry and academia with experience in developing semantic applications.
Semantic Modeling and Enrichment of Mobile and WiFi Network Data (T-Labs Series in Telecommunication Services)
by Abdulbaki UzunThis book discusses the fusion of mobile and WiFi network data with semantic technologies and diverse context sources for offering semantically enriched context-aware services in the telecommunications domain.It presents the OpenMobileNetwork as a platform for providing estimated and semantically enriched mobile and WiFi network topology data using the principles of Linked Data. This platform is based on the OpenMobileNetwork Ontology consisting of a set of network context ontology facets that describe mobile network cells as well as WiFi access points from a topological perspective and geographically relate their coverage areas to other context sources.The book also introduces Linked Crowdsourced Data and its corresponding Context Data Cloud Ontology, which is a crowdsourced dataset combining static location data with dynamic context information. Linked Crowdsourced Data supports the OpenMobileNetwork by providing the necessary context data richness for more sophisticated semantically enriched context-aware services.Various application scenarios and proof of concept services as well as two separate evaluations are part of the book. As the usability of the provided services closely depends on the quality of the approximated network topologies, it compares the estimated positions for mobile network cells within the OpenMobileNetwork to a small set of real-world cell positions. The results prove that context-aware services based on the OpenMobileNetwork rely on a solid and accurate network topology dataset. The book also evaluates the performance of the exemplary Semantic Tracking as well as Semantic Geocoding services, verifying the applicability and added value of semantically enriched mobile and WiFi network data.
Semantic Modeling and Interoperability in Product and Process Engineering
by Yongsheng MaIn the past decade, feature-based design and manufacturing has gained some momentum in various engineering domains to represent and reuse semantic patterns with effective applicability. However, the actual scope of feature application is still very limited. Semantic Modeling and Interoperability in Product and Process Engineering provides a systematic solution for the challenging engineering informatics field aiming at the enhancement of sustainable knowledge representation, implementation and reuse in an open and yet practically manageable scale. This semantic modeling technology supports uniform, multi-facet and multi-level collaborative system engineering with heterogeneous computer-aided tools, such as CADCAM, CAE, and ERP. This presented unified feature model can be applied to product and process representation, development, implementation and management. Practical case studies and test samples are provided to illustrate applications which can be implemented by the readers in real-world scenarios. By expanding on well-known feature-based design and manufacturing approach, Semantic Modeling and Interoperability in Product and Process Engineering provides a valuable reference for researchers, practitioners and students from both academia and engineering field.
Semantic Technologies for E-Government
by Tomas Vitvar Konstantinos Tarabanis Vassilios PeristerasE-government faces huge challenges in achieving interoperability and integration, taking into account differences in laws, regulations, services, administrative processes and languages across regions and countries. On the other hand, issues like service, data and process integration have been researched by the Semantic Web community for several years now, and in the last two to three years we have witnessed the first applications of semantic technologies in real, operational e-government systems in both Europe and the US which address exactly these challenges. With this book, the editors present the latest research results on how to use semantic technologies in order to improve or even revolutionize the use of ICT in public administration systems. The contributions are organized into three parts: architectures and process integration, ontologies and interoperability, and portals and user interactions. They give a broad overview of how semantic technologies have been applied in different e-government projects funded from the European program for ICT Research and Development, and they cover a wide spectrum of semantic technologies such as development of domain and service ontologies, semantic enhancements of business process models, semantic Service-Oriented Architectures (SOAs) based on Semantic Web Services (SWS) frameworks, and ontology-based knowledge management. In this volume, researchers of Semantic Web technologies will find a wealth of challenging real-world scenarios to stimulate new fields of research, while developers of e-government systems as well as other stakeholders in public administration will appreciate the detailed presentations and discussions of numerous applications in areas such as e-government portals, personalization of Web-based public services, or integration and orchestration of public administration processes.
Semantic Web Services
by Dieter Fensel Elena Simperl Federico Michele Facca Ioan TomaA paradigm shift is taking place in computer science: one generation ago, we learned to abstract from hardware to software, now we are abstracting from software to serviceware implemented through service-oriented computing. Yet ensuring interoperability in open, heterogeneous, and dynamically changing environments, such as the Internet, remains a major challenge for actual machine-to-machine integration. Usually significant problems in aligning data, processes, and protocols appear as soon as a specific piece of functionality is used within a different application context. The Semantic Web Services (SWS) approach is about describing services with metadata on the basis of domain ontologies as a means to enable their automatic location, execution, combination, and use. Fensel and his coauthors provide a comprehensive overview of SWS in line with actual industrial practice. They introduce the main sociotechnological components that ground the SWS vision (like Web Science, Service Science, and service-oriented architectures) and several approaches that realize it, e.g. the Web Service Modeling Framework, OWL-S, and RESTful services. The real-world relevance is emphasized through a series of case studies from large-scale R&D projects and a business-oriented proposition from the SWS technology provider Seekda. Each chapter of the book is structured according to a predefined template, covering both theoretical and practical aspects, and including walk-through examples and hands-on exercises. Additional learning material is available on the book website www.swsbook.org. With its additional features, the book is ideally suited as the basis for courses or self-study in this field, and it may also serve as a reference for researchers looking for a state-of-the-art overview of formalisms, methods, tools, and applications related to SWS.
Semantic Web and Web Science
by Guilin Qi Wolfgang Nejdl Dongyan Zhao Hai-Tao Zheng Juanzi LiThe book will focus on exploiting state of the art research in semantic web and web science. The rapidly evolving world-wide-web has led to revolutionary changes in the whole of society. The research and development of the semantic web covers a number of global standards of the web and cutting edge technologies, such as: linked data, social semantic web, semantic web search, smart data integration, semantic web mining and web scale computing. These proceedings are from the 6th Chinese Semantics Web Symposium.
Semantic e-Science
by Huajun Chen Kei-Hoi Cheung Yimin WangThe Semantic Web has been a very important development in how knowledge is disseminated and manipulated on the Web, but it has been of particular importance to the flow of scientific knowledge, and will continue to shape how data is stored and accessed in a broad range of disciplines, including life sciences, earth science, materials science, and the social sciences. After first presenting papers on the foundations of semantic e-science, including papers on scientific knowledge acquisition, data integration, and workflow, this volume looks at the state of the art in each of the above-mentioned disciplines, presenting research on semantic web applications in the life, earth, materials, and social sciences. Drawing papers from three semantic web workshops, as well as papers from several invited contributors, this volume illustrates how far semantic web applications have come in helping to manage scientific information flow.
Semantische Frames in interkultureller Markenkommunikation (Europäische Kulturen in der Wirtschaftskommunikation #38)
by Lisa HackingerUnter Anwendung der Frame-Theorie wird in diesem Buch die Rolle von nicht-verbalisiertem Vorwissen in der interkulturellen Markenkommunikation untersucht. Eine starke Marke ist ein sowohl komplexes als auch fiktionales Konstrukt, das sich neben verschiedenen Oberflächenmerkmalen auch aus Assoziationen, Empfindungen und Hintergrundwissen zur Marke zusammensetzt. Mit einer kognitiv-linguistischen Vorgehensweise wird anhand von vier Fallbeispielen analysiert, welche unterschiedlichen Kommunikationsstrategien etablierte Unternehmen zur interkulturellen Positionierung von Marken nutzen und inwieweit diese sich in der Wahrnehmung der Rezipienten widerspiegeln. Dabei wird von einem holistischen Denkansatz ausgegangen, bei dem Sprachwissen und Weltwissen eine untrennbare Einheit darstellen und der Fokus liegt darauf, zu verstehen, wie abstraktes und künstlich erzeugtes Wissen um eine Marke kommunikativ etabliert werden kann und welche Rolle die landeskulturelle Bedingtheit hierbei spielt.
Semi-Final Musings: Reflections on a life lived 38 years in ministry
by Paul HansenThe target audience for this volume is ministry leaders, Pastors, elders and deacons, as well as those individuals who would like to grow in their relationship with Jesus Christ. The audience will be of necessity: men and women who are either in College or Seminary and/or in ministries working in churches.
Semi-Organic Growth: Tactics and Strategies Behind Google's Success
by George T. GeisAn in-depth examination of Google's innovative approach to M&A Semi-Organic Growth presents a unique analysis of Google's distinctive expertise in the area of mergers and acquisitions, derived from more than 150 acquisitions carried out over the company's short history. While organizational growth has traditionally been characterized as organic (internally generated) or inorganic (from acquisition), this book examines Google's semi-organic strategy for accelerating product and service revenue, explained through a unique sector/subsector classification scheme that dynamically maps the media, Internet, and technology platform markets. You'll gain insight into Google's disclosure strategies for private company transactions, and more importantly, their methods for integrating acquisitions into product and service offerings to achieve ecosystem synergy. Unique perspective reveals the lessons learned along the way from both successes and failures, and the companion website gives you access to the tools that help you implement what you've learned. Google's extensive use of M&A as a growth strategy has been in sharp contrast to the practices of rivals like Apple, and further contrasts with the failures of many other companies in corporate business development. This book shows you the thinking behind the company's successful methods, and demonstrates the mechanisms behind the success. Learn why corporate M&A activity often fails to add value Delve deep into the complex dimensions of M&A integration Discover what Google has learned through specific deals Consider innovative integration methods that foster synergy Google is an iconic, premiere company, and it didn't happen by accident. Their success is driven by their innovative approach to strategy in all areas, and their M&A expertise has been a major contributing factor. Semi-Organic Growth takes you through the core workings of Google M&A to provide insight into successful strategy for the modern market.
Semiglobalization and Strategy
by Pankaj GhemawatThis chapter summarizes evidence that the current state of the world is one of semiglobalization--increasingly, but far from completely, integrated--and explains why understanding this is essential for developing cross-border strategies. This chapter was originally published as chapter 1 of "Redefining Global Strategy: Crossing Borders in a World Where Differences Still Matter."