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Business to Business Marketing
87,90 CHF *
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This exciting new title provides a comprehensive introduction to the main theoretical and managerial issues of B2B marketing. It raises readers' awareness of the significance of B2B marketing in modern economies, in both local and global contexts. The book shows that B2B marketing is about managing the complex network of buying and selling relationships between organizations. The text includes detailed discussions concerning the role of individual managers and the organizations they represent; outlines possible managerial solutions to common B2B marketing dilemmas; and examines issues such as e-commerce in B2B markets, key account management and supply-chain ethics. Theoretical discussion is carefully interwoven with a series of long and short case examples. The text is organized in four parts. Part one - the organizational marketing context; part two - inter-organizational relationships and networks; part three - business marketing planning; and part four - business marketing programmes. A range of pedagogical features aid understanding: 'mini cases' from a variety of international contexts; 'voices' of practitioner talking about the problems they face; 'number crunching' boxes highlight how an organizations sales, profits, numbers of workers depend on successful B2B marketing; 'food for thought' boxes encourage students to think about the recommendations in the text; and longer case studies illustrate specific marketing issues. Online Resource Centre: Student resources: Additional cases with accompanying questions Web links Additional recommendations for further reading Lecturer resources: Teaching plans for different types of module/course delivery for PG and UG level Lecturer notes on how to best use the text and the online materials Suggested answers to end-of-chapter summary questions and further topics highlighted for discussion and debate. Comments on the book's cases and case questions. Comments include brief suggested answers and further topics related to the case for seminar discussion Downloadable PowerPoint slides including all figures from the text. Additional seminar/tutorial questions/exercises Additional assignment questions Additional examination questions

Anbieter: Orell Fuessli CH
Stand: 09.12.2019
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Sales EQ
36,90 CHF *
ggf. zzgl. Versand

The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power--more information, more at stake, and more control over the sales process--than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to 'challenge,' 'teach,' 'help,' give 'insight,' or sell 'value.' And a relentless onslaught of 'me-too' competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge--controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch--are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling--Sales EQ--to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You'll learn: * How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no * How to master 7 People Principles that will give you the power to influence anyone to do almost anything * How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle * How to Flip the Buyer Script to gain complete control of the sales conversation * How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged * How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections * How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling * How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process * How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers * And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

Anbieter: Orell Fuessli CH
Stand: 09.12.2019
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Integration and International Dispute Resolutio...
170,00 CHF *
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This book provides an insight into commercial relations between large economies and Small States, the benefits of regional integration, the role of Small States as financial centres as well as B2B and State to State dispute resolution involving Small States. Several contributions allow the reader to familiarise themselves with the general subject matter; others scrutinise the particular issues Small States face when confronted with an international dispute and discuss new and innovative solutions. These solutions range from inventive ideas to help economic growth to appropriate mechanisms of dispute resolution including inter-State dispute resolution and specific areas of arbitration such as tax arbitration. Researchers, policy advisors and practitioners will find a wealth of insights, information and practical ideas in this book.

Anbieter: Orell Fuessli CH
Stand: 09.12.2019
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Developing Enterprise Java Applications with J2...
42,90 CHF *
ggf. zzgl. Versand

Covers software architecture, use cases, requirements, and much more. Modeling Java servlets, JavaServer Pages, and session, entity, and message Beans. Includes a start-to-finish case study. J2EE is especially well suited for building large-scale, robust enterprise applications; UML has rapidly become the industry standard for expressing the design of enterprise software applications. Increasingly, enterprise developers wish to use J2EE and UML together. For the first time, there's an expert guide to doing so: Developing Enterprise Java Applications with J2EE and UML. This book focuses on the key success factors associated with successful J2EE enterprise development: effectively communicating requirements, making proper analysis and design decisions, and identifying optimal implementation choices. Two leading consultants on UML and enterprise Java development cover every stage of the process, and every key issue analysts, architects, and developers will face. Coverage includes: mapping the Java language to UML; understanding the fundamentals of software architecture; using UML use cases to clarify customer requirements; translating requirements into initial designs; and using J2EE technologies to translate designs into working systems. To illuminate key concepts, a detailed case study is presented throughout the book. For anyone building enterprise software with Java and J2EE, including application developers, systems analysts, programmers, and Project/IT managers. Khawar Ahmed is on the Rational Rose e-Business Products Team at Rational Software Corporation, where he assists internal and external customers with the use of the UML and Rational Rose in Enterprise Java, XML, web, and B2B modeling applications. Cary Umrysh is Product Manager for Rational Rose Java/J2EE. Before joining Rational in 1997, he spent ten years working for IBM as a database specialist; he is the recipient of several awards for excellence from both IBM and Rational. Both authors are based in Redmond, WA.

Anbieter: Orell Fuessli CH
Stand: 09.12.2019
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One to One B2B
24,90 CHF *
zzgl. 3,50 CHF Versand

In dem weiten Feld des B2B-Commerce stehen und fallen Unternehmen mit ihrer Fähigkeit, 1:1-Beziehungen zu pflegen. Anhand einer Reihe ausführlicher Fallstudien zeichnen die Marketinggurus Don Peppers und Martha Rogers lebendige Porträts von B2B-Unternehmen, die mit wichtigen Kernproblemen kämpfen, wie z.B. der Komplexität der Vertriebskanäle, der Kundenbewertung, Kundenakquisition und Automatisierung der Absatzorganisation. Darüber hinaus gehen sie der Frage nach, wieviel Technologie wirklich notwendig ist, und wie man Technologie zur Stärkung von Geschäftsbeziehungen einsetzt, um diese auf Zeit wertvoller zu machen. 'One to One, B2B' erklärt, wie wichtig eine 'lernende Beziehung' für die Akquisition von Neukunden und die Pflege bestehender Kundenbeziehungen ist. Das Buch präsentiert Strategien, die speziell darauf ausgerichtet sind, ein höheres Niveau an Profitabilität zu erzielen, Kundentreue zu sichern und einer Verringerung der Gewinnspanne durch den harten internationalen Wettbewerb entgegenzuwirken. Dieser Ratgeber zeigt Ihnen, wie sie den B2B-Bereich auf- und ausbauen und erläutert erfolgreiche Marketingtechniken, um im rauhen Wettbewerbsklima bestehen zu können. Ein unentbehrlicher Leitfaden für die Praxis! In a series of richly detailed case studies, the authors paint vivid portraits of B2B organizations wrestling with front-burner issues such as channel complexity, customer valuation, account development, sales force automation, knowledge-based selling, and new modes of compensation. They squarely tackle the question of how much technology is too much, arguing that one shouldn t ask 'How can you use technology to automate a relationship?' but rather, 'How can you use technology to strengthen a relationship and make it more valuable over time?' In One to One B2B, readers will discover the critical role that a 'learning relationship' plays in developing new and existing customers to their fullest potential, as well as strategies designed specifically to unlock higher levels of profitability, ensure client loyalty, and fight margin erosion in the face of intense global competition. The result is an indispensable handbook on how to create and develop business-to-business sales and marketing techniques successfully in the bump and grind of the real world.

Anbieter: Orell Fuessli CH
Stand: 09.12.2019
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Objections
48,90 CHF *
ggf. zzgl. Versand

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: * Who you are * What you sell * How you sell * If you are new to sales or a veteran * If your sales cycle is long or short - complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount's Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won't find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers' resistance. Instead, you'll learn a new psychology for turning-around objections and proven techniques that work with today's more informed, in control, and skeptical buyers. Inside the pages of Objections, you'll gain deep insight into: * How to get past the natural human fear of NO and become rejection proof * The science of resistance and why buyers throw out objections * Human influence frameworks that turn you into a master persuader * The key to avoiding embarrassing red herrings that derail sales calls * How to leverage the 'Magical Quarter of a Second' to instantly gain control of your emotions when you get hit with difficult objections * Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation * How to easily skip past reflex responses on cold calls and when prospecting * How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle * The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale * Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Anbieter: Orell Fuessli CH
Stand: 09.12.2019
Zum Angebot
Enterprise Service Bus
74,90 CHF *
ggf. zzgl. Versand

Large IT organizations increasingly face the challenge of integrating various web services, applications, and other technologies into a single network. The solution to finding a meaningful large-scale architecture that is capable of spanning a global enterprise appears to have been met in ESB, or Enterprise Service Bus. Rather than conform to the hub-and-spoke architecture of traditional enterprise application integration products, ESB provides a highly distributed approach to integration, with unique capabilities that allow individual departments or business units to build out their integration projects in incremental, digestible chunks, maintaining their own local control and autonomy, while still being able to connect together each integration project into a larger, more global integration fabric, or grid. Enterprise Service Bus offers a thorough introduction and overview for systems architects, system integrators, technical project leads, and CTO/CIO level managers who need to understand, assess, and evaluate this new approach. Written by Dave Chappell, one of the best known and authoritative voices in the field of enterprise middleware and standards-based integration, the book drills down into the technical details of the major components of ESB, showing how it can utilize an event-driven SOA to bring a variety of enterprise applications and services built on J2EE, .NET, C/C++, and other legacy environments into the reach of the everyday IT professional. With Enterprise Service Bus, readers become well versed in the problems faced by IT organizations today, gaining an understanding of how current technology deficiencies impact business issues. Through the study of real-world use cases and integration patterns drawn from several industries using ESB--including Telcos, financial services, retail, B2B exchanges, energy, manufacturing, and more--the book clearly and coherently outlines the benefits of moving toward this integration strategy. The book also compares ESB to other integration architectures, contrasting their inherent strengths and limitations. If you are charged with understanding, assessing, or implementing an integration architecture, Enterprise Service Bus will provide the straightforward information you need to draw your conclusions about this important disruptive technology.

Anbieter: Orell Fuessli CH
Stand: 09.12.2019
Zum Angebot
Objections
20,00 CHF *
ggf. zzgl. Versand

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers resistance. Instead, you ll learn a new psychology for turning-around objections and proven techniques that work with today s more informed, in control, and skeptical buyers. Inside the pages of Objections, you ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the Magical Quarter of a Second to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Anbieter: Orell Fuessli CH
Stand: 09.12.2019
Zum Angebot
Objections
20,00 CHF *
ggf. zzgl. Versand

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: * Who you are * What you sell * How you sell * If you are new to sales or a veteran * If your sales cycle is long or short - complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount's Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won't find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers' resistance. Instead, you'll learn a new psychology for turning-around objections and proven techniques that work with today's more informed, in control, and skeptical buyers. Inside the pages of Objections, you'll gain deep insight into: * How to get past the natural human fear of NO and become rejection proof * The science of resistance and why buyers throw out objections * Human influence frameworks that turn you into a master persuader * The key to avoiding embarrassing red herrings that derail sales calls * How to leverage the 'Magical Quarter of a Second' to instantly gain control of your emotions when you get hit with difficult objections * Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation * How to easily skip past reflex responses on cold calls and when prospecting * How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle * The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale * Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Anbieter: Orell Fuessli CH
Stand: 09.12.2019
Zum Angebot