Mastering The Essentials of Sales 2 ppt

... second on the number of carats, or the weight of the manager’s wisdom the more wisdom and insight the sales manager can offer, the higher the appraised value. Third comes the cut, the manager’s ability ... or their indus- try. Their income grows at the same steady pace as their experience in the field. While millions of amateurs pay the price of mediocrity, hu...

Ngày tải lên: 21/06/2014, 13:20

... stan- dards of profitability for every salesperson. MASTERING THE ESSENTIALS OF SALES 63 REMINDER In a tough economy 80 percent of all profits are the result of internal decisions, and 20 percent ... speak their customers’ language. MASTERING THE ESSENTIALS OF SALES 71 can’t answer the ques- tion “Why are we doing this?” you cannot expect them to get the job...

Ngày tải lên: 21/06/2014, 13:20

... creation of a successful company—can truly light up the world. MASTERING THE ESSENTIALS OF SALES 91 107 T he dream of flight has captivated mankind for thou- sands of years. Likewise, the dream of ... that they can use to build positive and productive lives. But they can’t find it in their daily papers. MASTERING THE ESSENTIALS OF SALES 94 When people read a st...

Ngày tải lên: 21/06/2014, 13:20

... second on the number of carats, or the weight of the manager’s wisdom the more wisdom and insight the sales manager can offer, the higher the appraised value. Third comes the cut, the manager’s ability ... from their point of view, and they can’t see new challenges. MASTERING THE ESSENTIALS OF SALES 34 SUCCESS PRINCIPLE Successful salespeople understand the...

Ngày tải lên: 21/06/2014, 10:20

... watch him play. MASTERING THE ESSENTIALS OF SALES 197 path the ball will take from the putter to the hole be- fore they strike the ball. Likewise, top salespeople al- ways keep their eyes squarely ... shape of the earth, the continents and the ocean was not ignorance, but the illusion of knowledge.” Many people think they fully understand the power of atti- t...

Ngày tải lên: 21/06/2014, 13:20

... other company ( 020 2R) Printed in the USA SB/JSI/ 02. 02 Cisco Systems has more than 20 0 offices in the following countries and regions. Addresses, phone numbers, and fax numbers are listed on the Cisco.com ... percent of respondents quantified their financial losses. • Respondents reported a total of U.S.$377, 828 ,700 in financial losses. In contrast, the losses from the...

Ngày tải lên: 14/02/2014, 16:20

... example, a software upgrade). The change could introduce a bug or a change in the (expected) behavior of the operating system. Either can affect the software that runs on the system. 20 Best Practices ... perens_series_7x9 .25 .fm Page 1 Tuesday, August 16, 20 05 2: 17 PM 25 prefixed the original subject with “SOLVED:” and detailed how they solved the problem. If that p...

Ngày tải lên: 22/02/2014, 07:20

... artifi- cial. When high achievers watch a sunset, they don’t see the end of the day—they imagine the sun rising on the other side of the planet. They know that there is a new dawn every second somewhere ... continue the climb and win. MASTERING THE ESSENTIALS OF SALES 161 out what influenced the company’s growth (or de- cline) during the past five years. 6. Check...

Ngày tải lên: 21/06/2014, 10:20

... knowl- edge is the foundation of sales success. To sell well, the theory goes, salespeople need to develop a detailed knowl- edge of their product, their markets, and their customers. It’s a useful theory, ... rate among officers. In corporate America, the best sales managers are not the ones who hide behind their desks, but those who go out to see the toughest cus- MASTERI...

Ngày tải lên: 21/06/2014, 10:20

... time, the word Geist has two meanings: One is spirit, the other ghost. Loosely translated it could mean the “spirit of our time” or the “ghost of our time.” For example, the Zeitgeist in the era of ... they can im- press their customers if they exaggerate the negative side of the news. It is sad that both the poor journalist and the poor salesperson are completely...

Ngày tải lên: 21/06/2014, 10:20