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Cover/Case has some rubbing and edgewear. Access codes, CDs, slipcovers and other accessories may not be included.

In line with students' current career goals, Personal Selling focuses exclusively on professional business-to-business selling rather than retail selling. Early introduction of the Personal Selling Process (PSP) engages students from the beginning, with tools for converting prospects into customers. The authors' latest research on customer loyalty and relationship marketing further distinguishes Personal Selling from other titles, which focus less on these pressing issues. Strategies for achieving long-term customer loyalty underscore how attracting, cultivating, and retaining satisfied customers leads to higher profitability for salespeople and their organizations. Clear, conversational writing allows students to easily understand the authors' research and analysis of the field. The Second Edition includes an updated discussion of technology tools and services that facilitate sales. Chapter 2 explores the behavioral, technological, and managerial forces affecting personal selling today, and discusses numerous inexorable changes within each. In addition to new examples and photos, a new feature follows an actual sales professional through the various aspects of his job.

Building relationships with customers is vital in today’s world.Principles of Marketing and Personal Selling presents a picture of the development and present status of current marketing and professional selling systems. Introducing marketing and selling information within an innovative framework, the program helps students understand how to build relationships, create value, and gain loyal customers.Students examine this contemporary influence, learn the major concepts necessary to gain a fundamental understanding of both marketing and sales processes, and analyze the various essential functions that must be performed to create interactive communities of consumers as well as the types of institutions performing them.

Real Estate Marketing is specifically designed to educate real estate students with the art and science of the real estate marketing profession. The ideal textbook for undergraduate and graduate level classes in business school and professional / continuing education programs in Real Estate, this book will also be of interest to professional real estate entrepreneurs looking to boost their knowledge and improve their marketing techniques. The book is divided into five major parts. Part 1 focuses on introducing students to fundamental concepts of marketing as a business philosophy and strategy. Concepts discussed include strategic analysis, target marketing, and the four elements of the marketing mix: property planning, site selection, pricing of properties, and promotion of properties. Part 2 focuses on personal selling in real estate. Students will learn the exact process and steps involved in representing real estate buyers and sellers. Part 3 focuses on negotiations in real estate. How do effective real estate professionals use negotiation approaches such as collaboration, competition, accommodation, and compromise as a direct function of the situation and personalities involved in either buying or selling real estate properties? Part 4 focuses on human resource management issues such as recruiting and training real estate agents, issues related to performance evaluation, motivation, and compensation, as well as issues related to leadership. Finally, Part 5 focuses on legal and ethical issues in the real estate industry. Students will learn how to address difficult situations and legal/ethical dilemmas by understanding and applying a variety of legal/ethical tests. Students will also become intimately familiar with the industry’s code of ethics.

Real Estate Marketing is specifically designed to educate real estate students with the art and science of the real estate marketing profession. The ideal textbook for undergraduate and graduate level classes in business school and professional / continuing education programs in Real Estate, this book will also be of interest to professional real estate entrepreneurs looking to boost their knowledge and improve their marketing techniques. The book is divided into five major parts. Part 1 focuses on introducing students to fundamental concepts of marketing as a business philosophy and strategy. Concepts discussed include strategic analysis, target marketing, and the four elements of the marketing mix: property planning, site selection, pricing of properties, and promotion of properties. Part 2 focuses on personal selling in real estate. Students will learn the exact process and steps involved in representing real estate buyers and sellers. Part 3 focuses on negotiations in real estate. How do effective real estate professionals use negotiation approaches such as collaboration, competition, accommodation, and compromise as a direct function of the situation and personalities involved in either buying or selling real estate properties? Part 4 focuses on human resource management issues such as recruiting and training real estate agents, issues related to performance evaluation, motivation, and compensation, as well as issues related to leadership. Finally, Part 5 focuses on legal and ethical issues in the real estate industry. Students will learn how to address difficult situations and legal/ethical dilemmas by understanding and applying a variety of legal/ethical tests. Students will also become intimately familiar with the industry’s code of ethics.

This first volume in the Law Firm Associates Development Series focuses on personal marketing and sales skills, and will cover these topics: building a practice; how to create a personal marketing plan; how to find people within a target market; how to prepare for a prospective client meeting; strategies when meeting with clients; how to ask for business; how to use the end of a matter as a marketing opportunity; how to retain clients; and how to effectively network inside and outside the firm. Both authors currently work as Directors of Business Development in law firms where their responsibilities include extensive in-house coaching and training of attorneys at all levels. In this guidebook, they share their best advice and instruction compiled from their own experience as well as from that of many industry thought leaders.

This wonderfully readable book by premier gardening writer and photographer Derek Fell presents invaluable information on every element of gardening from design and planting to maintaining and harvesting. Full color throughout.

This revised edition includes enhancements and incorporates feedback from thousands of salespeople who have benefited from the original edition and from attending live Get-Real Selling workshops. Its short, pithy chapters and no-nonsense approach pay off immediately for experienced and beginning sales professionals alike. Based on a mindset that says My success can only follow the success of my customer, Hawk and Boland focus on three customer-impacting principles that make it simple to succeed in selling. If you can position your solution in ways that help your customer upgrade his service to his customers, or improve his economics (by increasing his revenue or reducing his costs), or enhance his life, specifically the quality of his work-life, you will find your customer eager to learn more about your offering and ready to buy. This S.E.L. approach (service, economics, life) is being used today in leading organizations and produces measurable sales improvement.

Write It Short, Sell It Now Short stories and personal essays have never been hotter--or more crucial for a successful writing career. Earning bylines in magazines and literary journals is a terrific way to get noticed and earn future opportunities in both short- and long-form writing.Writing & Selling Short Stories & Personal Essays capitalizes on the popularity of these genres by instructing on the two key steps to publishing short works: crafting excellent pieces and successfully submitting them. You'll learn how to:Develop different craft elements--including point of view, character, dialogue, scene writing, and more--specifically for short stories and essays.Recognize the qualities of excellent short works, using examples from recently published stories and essays in major journals.Understand the business of writing short, from categorizing your work and meeting submission guidelines to networking and submitting to writing contests.Master the five-step process for submitting and selling like a pro.Featuring advice and examples from a multitude of published authors, Writing & Selling Short Stories & Personal Essays is a must-have for any writer's bookshelf.

A must for anyone wanting to improve their lives and their positive thinking. There have been more millionaires and indeed, billionaires, who have made their fortunes as a result of reading this success classic than any other book every printed. NAPOLEON HILLS's "Think and Grow Rich" is the authors most famous work. This is the COMPLETE Reference Book. A true masterpiece with the fundamentals of the Success philosophy. *** ABOUT THE AUTHOR: Napoleon Hill was an American author who was one of the earliest producers of the modern genre of personal-success literature. His most famous work, Think and Grow Rich, is one of the best-selling books of all time. Hill's works examined the power of personal beliefs, and the role they play in personal success. "What the mind of man can conceive and believe, it can achieve" is one of Hill's hallmark expressions. How achievement actually occurs, and a formula for it that puts success in reach for the average person, were the focal points of Hill's books.

Selling this wireless system with two receivers, in good shape. Does not include the in ear monitors. A little over four years old, used in local p...

Hardcover. Practical steps to sell your small business for the best price!There are many reasons entrepreneurs may want to sell their company. You could be looking for the next opportunity, or you may need to sell for personal reasons. Perhaps you've worked long and hard and are ready to retire. Whatever your reason for selling, do you know how to go about it?If you own a $10+ million business, it's often easy to go to an investment banker or a private equity firm. But for those owners who've spent their lives building a small business, this is like selling your child. Enter Jessica Fialkovich, who has been teaching entrepreneurs how to prep and sell their "baby" for over a decade. After founding, growing, and selling her own multimillion-dollar baby, she decided to help other entrepreneurs on the same path. Today, in addition to her advisory business, she leads one of the most successful step-by-step courses on how to prep and sell companies. InGetting the Most for Selling Your Business, Fialkovich teams up with Anne Mary Ciminelli, coauthor of 12 Lessons in Business Leadership, to expand upon that course, laying out the fundamentals of when to sell, how to find buyers, mitigating risk, and managing the financials. This book is the perfect manual for business owners who are thinking about selling their baby but know they need guidance from experts. Shipping may be from multiple locations in the US or from the UK, depending on stock availability.

Belgium was a small, neutral country without a colonial tradition when King Leopold II ceded the Congo, his personal property, to the state in 1908. For the next half century, Belgium not only ruled an African empire but also, through widespread, enduring, and eagerly embraced propaganda, produced an imperialist-minded citizenry.  Selling the Congo is a study of European pro-empire propaganda in Belgium, with particular emphasis on the period 1908–60. Matthew G. Stanard examines the nature of Belgian imperialism in the Congo and considers its case in light of literature on the French, the British, and other European overseas empires. Comparing Belgium to other imperial powers, the book finds that pro-empire propaganda was a basic part of European overseas expansion and administration during the modern period. Arguing against the long-held belief that Belgians were merely “reluctant imperialists,” Stanard demonstrates that in fact many Belgians readily embraced imperialistic propaganda.  Selling the Congo contributes to our understanding of the effectiveness of twentieth-century propaganda by revealing its successes and failures in the Belgian case. Many readers familiar with more-popular histories of Belgian imperialism will find in this book a deeper examination of European involvement in central Africa during the colonial era.

Selling Today: Creating Customer Value, one of the most popular sales information books on the market, offers readers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. It emphasizes the need for salespeople to be guided by the new principle of personal selling: establishing partnerships that are maintained by customer value, created by the salesperson. This edition stresses the need for sales professionals to cope with new forces shaping the world of sales and marketing, and emphasizes the strategies for long-term success. It provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme. For sales and marketing professionals.

This definitive book offers the first focused guide for developing personal wine-selling skills. The authors’ approach is based on a clear understanding of the principles, strategies, and practices used by leading wine professionals. Step by step, the authors explain how to develop relationships, understand customer needs, and deliver both products and sales presentations in an efficient and effective way. Based on the authors’ over six decades of combined research, consulting, and teaching in personal selling skills, the book draws on their countless interviews and interactions with effective sales professionals in the wine and broader hospitality industries. Many of their ideas have been incorporated into the unique consultative selling skills framework they develop in this manual. The strategies they outline will be invaluable for all those seeking to start or enhance a career in wine sales. For anyone who wishes to pursue a career in the wine industry, whether their focus is distribution, retail sales, sommelier sales at a restaurant, or working in a winery tasting room, this book will be an invaluable launching point.

Frank Bettger's momentous decision to undergo a complete personal transformation by putting enthusiasm into everything he did helped him achieve legendary status as an insurance salesman. His first book, published in 1947, How I Raised Myself from Failure to Success is still a bestseller today and has stood the test of time. Karen McCreadie's interpretation of How I Raised Myself from Failure to Success illustrates the timeless nature of Bettger's insights. By bringing the book to life through 52 modern case studies, this brilliant interpretation of How I Raised Myself from Failure to Success is an entertaining accompaniment to one of the most famous books on selling ever written.

"The Top 20 Passages In The Bible" contains 20 inspiring devotional messages based on the top 20 passages in the Bible, those passages which people turn to again and again for comfort, hope, and encouragement. The book also includes a SMALL GROUP STUDY GUIDE filled with questions for personal reflection or group discussion. It also features a special section called, "The Top 100 Verses In The Bible," which features the most well-known and best-loved verses in all of Scripture, each one of which is excellent for meditation, memorization, or just plain inspiration.

Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Joseph Sugarman, recognized as one of the nation’s top copywriters, marketers and catalog pioneers, has sold millions of dollars’ worth of products through the power of his pen.  In Triggers, Sugarman takes the principles he learned from direct marketing and applies them to the field of personal selling with 30 powerful techniques he calls “psychological triggers.” Psychological triggers effectively influence, motivate and persuade a prospect to make a positive buying decision.  By learning just a few of these triggers, any sales or marketing person can literally control the minds of his or her prospects and make a dramatic difference in sales success. Whether it be selling in person, convincing a friend to do something you want them to do, or creating advertising that sells, knowledge of these psychological triggers is essential to compete in a global business environment. Many of the triggers may surprise you because they are not obvious and yet are highly effective.  Others are obvious but are applied in unique and different ways.  Simply understanding these principles can trigger positive responses to any sales message, regardless of the form.  This invaluable book offers subtle but powerful tips for any salesperson, advertising executive or marketer. In each chapter Sugarman, who is a master storyteller, uses his legendary writing skills to make each lesson entertaining and memorable.  He cites examples like the time he burned down a garage to illustrate a point, or the sign he created that almost got him kicked out of the Army.  You’ll remember these examples long after you read them – all of them proving valuable points that can only come from personal experience. Get the tools you’ll need to grow and prosper and become a master salesperson with the help of this book.

Details all the techniques and methods of high-profit sales, discussing the right selling situations, sales approaches, personal appearance, answering objections, closing the deal, and after-closing services