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"With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior level executives use to make strategic buying decisions and be able to communicate the positive effect their products or services will have on a company's financial statements. This book shows readers how to build a convincing business case and present it to C-level executives. Readers will discover how to: find key financial information on a prospect; determine a corporation's financial stability; clearly define the value of the product or service they are selling; and, calculate the value impact of their offerings in financial metrics. Clarifying how sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings, this book reveals how readers can determine their product's value as perceived by an organization's ultimate decision makers, and unlock the door to greater sales."

"The context of international business has evolved over the years and has always reflected the climate of the time. Three major changes that have taken place in the last decade or so should be noted. First, the landscape of the global economy changed drastically in the last decade or so. Second, the explosive growth of information technology tools, including the Internet and electronic commerce (e-commerce), has had a significant effect on the way we do business internationally. Third, it is an underlying human tendency to desire to be different when there are economic and political forces of convergence (often referred to as globalization)."

"Introduces sales professionals to the collaborative conversation skills they need to capture the buyer's attention and secure business. This book shows readers how to: prepare for an effective sales call ; identify sales opportunities and the factors that drive buyers to act ; and more."

"This valuable book not only identifies the universal success traits that have driven sales for countless products, it also reveals, for the first time, the plans themselves. Featuring the actual marketing plans of well-known organizations, "Powerhouse Marketing Plans" dissects these efforts into their component parts. Whether introducing a new product or creating awareness of a brand extension, marketing and business professionals in all industries will find this a thorough, unique, and indispensable resource."

"The biggest mistake you're making in your sales career right now is equating a faster pitch with a faster close. Believe it or not, you will actually experience greater success if you slow down. Slow Down, Sell Faster! shows you how to stop jumping the gun and work with your customers to identify and quantify their real needs, so by the time you begin your pitch in earnest, you're already halfway home. Featuring a simple yet power ful eightstep process and practical, repeatable techniques, Slow Down, Sell Faster! is packed with examples from the author's extensive experience, plus research on customer buying processes rather than traditional selling processes. This buyer-focused approach to selling extends to proposals and presentations, loyalty and retention, and, of course, cultivating more business. Each step in the book corresponds to a role you should adopt to meet a customer's needs at each stage of the buying process. There are two sides to every sale. In today's extra challenging business climate, understanding the buying process is where professional selling should start."

"Anyone who wants to get the best deal when financing a home needs to be armed with a little insider advice. The second edition of Mortgage Confidential lets readers in on what lenders really look for before they approve a loan, options they won't often divulge, which costs they have control over, and little-known sources of down payment money. Including up-to-the-minute information on new licensing and disclosure rules and the latest eligibility requirements, the book shows readers how to: Complete the loan application to maximize their chances of approval * Steer clear of credit repair scams * Pay zero closing costs * Qualify for the lowest rates * Avoid origination charges * Determine whether paying "points" can save them money * Identify a "rip-off" loan program * Refinance-even if their equity has dropped * And more! Whether looking into securing a mortgage for the first time or seeking to refinance, Mortgage Confidential gives readers the confidence and information necessary to get through this complicated process and find the ideal loan for their needs."