Selling Above and Below the Line

Selling Above and Below the Line

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  • Author: William Miller
  • Publisher: AMACOM
  • ISBN: 0814434843
  • Category : Business & Economics
  • Languages : en
  • Pages : 268

Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.


Advertising

Advertising

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  • Author: Ray Wright
  • Publisher: Pearson Education
  • ISBN: 9780273632894
  • Category : Advertising
  • Languages : en
  • Pages : 336

This text looks at the area of the marketing communications mix, using Financial Times case studies, discussion questions, and book and web references to take students through the planning process. It contains coverage of information technology and advertising, interactive advertising.


Marketing Communications

Marketing Communications

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  • Author: Paul Russell Smith
  • Publisher: Kogan Page Publishers
  • ISBN: 9780749442651
  • Category : Business & Economics
  • Languages : en
  • Pages : 736

Marketing Communications rapidly established itself as an international best-seller and has been listed as a "marketing classic" by the Marketing Society and as a "marketing major" by the Chartered Institute of Marketing. The book is recommended reading for the CIM's Marketing Communications module in the new Professional Diploma in Marketing. The authors' real business understanding of marketing communications is universally acclaimed and has proved popular with students and practitioners alike. In addition, the unique SOSTAC® Planning System is applied throughout the book.This latest edition has been completely updated with new cases, statistics and communications techniques, fresh "shock" stories and a new "e" theme on each communication tool. New illustrations and full-colour photographs all combine to bring the book right up to date with the current international business scene.A free CD-ROM containing video clips of some of the world's leading marketing experts, pictures, documents and prepared Power Point lectures is available to lecturers from the publisher on request.


SALES MANAGEMENT: Key to Effective Sales

SALES MANAGEMENT: Key to Effective Sales

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  • Author: Pundrik Mishra
  • Publisher: Global India Publications
  • ISBN: 9789380228457
  • Category : Sales management
  • Languages : en
  • Pages : 316

Sales is the most important part in a company's growth and managing the sales is also an uphill task. This book focuses on some of the important aspects of sales management. After the introductory chapter on sales management, this book further traces important topics like importance of sales promotion, global dimension of sales promotion, key promotional concepts, managing sales, current trends in sales, management of direct selling and marketing, personal selling, etc. Proper examples have been given where necessary which will help readers in understandingthe topics. Simple language throughout the book will also help students in understanding the subject easily.


Essential Business Studies A Level: AS Student Book for AQA

Essential Business Studies A Level: AS Student Book for AQA

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  • Author: Jonathan Sutherland
  • Publisher: Folens Limited
  • ISBN: 1850083606
  • Category :
  • Languages : en
  • Pages : 332

Essential Business Studies features a thematic approach with a vibrant and accessible format to fully engage students. Activities and guidance on exam preparation, summary mindmaps and up-to-date, dynamic case studies are just some of the features helping to deliver the key course content. Whiteboard and Teacher Support CD-ROMs also available.


The Fundamentals of Advertising

The Fundamentals of Advertising

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  • Author: John Wilmshurst
  • Publisher: Elsevier
  • ISBN: 9780750615624
  • Category : Business & Economics
  • Languages : en
  • Pages : 409

Here, advertising is viewed from the perspective of advertisers, advertising agencies and the media. With the emphasis on practical application in the current marketing scene, this book includes examples, guidelines and checklists.


Short Selling

Short Selling

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  • Author: Frank J. Fabozzi
  • Publisher: John Wiley & Sons
  • ISBN: 0471704334
  • Category : Business & Economics
  • Languages : en
  • Pages : 432

The latest theoretical and empirical evidence on short selling in the United States and throughout the world To get the most success out of what the finance community regards as a risky business, short sellers need high-level information. The Theory and Practice of Short Selling offers managers and investors the information they need to maximize and enhance their short selling capabilities for bigger profits. Frank Fabozzi collects a group of market experts who share their knowledge on everything from the basics to the complex in the world of short sales, including mechanics of short selling, the empirical evidence on short-selling, the implications or restrictions on short selling for investment strategies, short-selling strategies pursued by institutional investors, and identifying short-selling candidates. Frank J. Fabozzi, PhD, CFA (New Hope, PA), is the Frederick Frank Adjunct Professor of Finance at Yale University's School of Management and Editor of the Journal of Portfolio Management. He is the author or editor of over 100 books on finance and investing.


Successful Stock Signals for Traders and Portfolio Managers

Successful Stock Signals for Traders and Portfolio Managers

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  • Author: Tom K. Lloyd, Sr.
  • Publisher: John Wiley & Sons
  • ISBN: 111865191X
  • Category : Business & Economics
  • Languages : en
  • Pages : 368

A comprehensive guide to technical analysis for both the novice and the professional Technical analysis is a vital tool for any trader, asset manager, or investor who wants to earn top returns. Successful Stock Signals for Traders and Portfolio Managers lets you combine technical analysis and fundamental analysis using existing technical signals to improve your investing performance. Author Tom Lloyd Sr. explains all the technical indicators you need to know, including moving averages, relative strength, support and resistance, sell and buy signals, candlesticks, point and figure charts, Fibonacci levels, Bollinger Bands, and both classic and new indicators. Merging these technical indicators with fundamental analysis will keep you in a portfolio of outperforming stocks, sharpen your fundamental buy discipline, and put your sell discipline on autopilot. Includes case studies applying technical analysis to current trending and hotly debated stocks like Facebook, LinkedIn, and Netflix Offers thorough and straightforward guidance on technical analysis for both professional and individual investors Covers the vital indicators in the public domain that investors need to know Whether you're an individual investor who wants to beat the indexes, a trader looking for high-risk, high-return positions, or a portfolio manager who wants to take a fundamental approach, this an ideal guide to technical analysis and indicators.


What Business Leaders Should Know But They Don't

What Business Leaders Should Know But They Don't

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  • Author: Festo M. Kambarangwe
  • Publisher: Dorrance Publishing
  • ISBN: 1434994139
  • Category : Business & Economics
  • Languages : en
  • Pages : 224


Personal Development With Success Ingredients

Personal Development With Success Ingredients

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  • Author: Mo Abraham
  • Publisher: eBookIt.com
  • ISBN: 1456627244
  • Category : Self-Help
  • Languages : en
  • Pages : 935

The team of successful people is a network of readers whose feedback have remained frankly remarkable. They have transformed themselves into an epitome of success by studying and practicing the principles outlined in the book. The book titled Personal Development with Success Ingredients written by Mo Abraham is a step-by-step guide for success, wealth, and happiness and the formula are by far tried and proven. The 12-In-1 book covering over fifty topics on Health & Mental Development, Personal & Social Development, and Financial Development was written with the sole aim of illuminating the minds of those who are disappointed at so-called ‘success books’ as many of them are only theoretical and somewhat not applicable in a different localized setting and hence, not workable. But Personal Development with Success Ingredients is a book embracing principles which are very much universal and can be found in virtually everyone. It's also like a whole library of knowledge, wisdom, key secrets and more packed into one book. For those wondering where the real secret of success can be found, it can be surely found in this book. The book was written by Mo Abraham, an experienced entrepreneur who has gained success by applying these same principles in his own life and business. He was a former merchant navy officer who also worked in big telecommunication companies occupying very high positions until he set up his own business in 2003. Like everyone else, Mo Abraham was also faced with the same struggle everyone faced but overcame those using strategic universal laws which he has hidden in the pages of this great book. The principles are affluently assuring and guarantee a life-changing experience. The author has deliberately set an affordable price so that anyone can have the alluring experience this book has to offer. The massive book contains over 900 pages of LIFE-TRANSFORMING information that have been proven to work for thousands and thousands of successful people around the world today.