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"No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You’ll learn how to:• Identify a strategic, finite, workable list of genuine prospects• Draft a compelling, customer-focused “sales story”• Perfect the proactive telephone call to get face-to-face with more prospects• Use email, voicemail, and social media to your advantage• Overcome—even prevent—every buyer’s anti-salesperson reflex• Build rapport, because people buy from people they like and trust• Prepare for and structure a winning sales call• Stop presenting and start dialoguing with buyers• Make time in your calendar for business development activities• And much morePacked with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today."

"No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you?re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You?ll learn how to:? Identify a strategic, finite, workable list of genuine prospects? Draft a compelling, customer-focused ?sales story?? Perfect the proactive telephone call to get face-to-face with more prospects? Use email, voicemail, and social media to your advantage? Overcome?even prevent?every buyer?s anti-salesperson reflex? Build rapport, because people buy from people they like and trust? Prepare for and structure a winning sales call? Stop presenting and start dialoguing with buyers? Make time in your calendar for business development activities? And much morePacked with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today."

"Tujuan dari thesis ini adalah untuk study kelayakan bisnis berdasarkan analisa keuangan dan pemasaran di pabrik penghasil resin pada PT. Kansai Paint Indonesia. Dalam rangka untuk memenuhi permintaan dan mengurangi biaya bahan material yang selalu didapat melalui impor dari Thailand dan Jepang, PT. Kansai Paint akan membangun gedung baru yang akan digunakan sebagai pabrik pengolahan resin yang dapat memproduksi resin sekitar 500 ton/bulan. Tesis ini menganalisa keuntungan dan kelayakan bisnis yang didapat dari pembangunan dan ekspansi pabrik baru yang memproduksi resin dengan menggunakan analisa keuangan Payback Period, Profitability Index, Net Present Value, dan Internal Rate Return. Kriteria agar proyek ekspansi ini dapat dilanjutkan apabila NPV bernilai positif, Internal Rate of Return sama dengan nilai Cost of Capital, Proyek ini telah menghasilkan Net Present Value positif sebesar Rp. 3.798.620.000, 00 Internal Rate of Return (IRR) sebesar 35%, yang melebihi biaya modal.

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The purpose of this thesis is to analyze feasibility study based on marketing and financial analysis of new factory for resin product at PT. Kansai Paint Indonesia. In order to fulfil the order and to reduce cost for raw material that always imported from Thailand and Japan, PT. Kansai Paint would expanding to build new resin factory to produce for about 500 tons per/month.This thesis examines the profitability in commencing the expansion of new factory for resin product and the feasibility of the business through the use of financial tools namely Payback Period, Profitability Index, Net Present Value (NPV) and Internal Rate of Return (IRR). Criterion for a project to be accepted is where Net Present Value is positive, Internal Rate of Return exceeds the cost of capital and Profitability Index exceeds 1.The project has result positive Net Present Value as Rp. 3.798.620.000, 00 Internal Rate of Return (IRR) as 35 %, which is exceed the cost of capital; Profitability Index exceeding to 1 as 4.15 ; Payback period is 2.11 years which is less than the period of project 10 years. The marketing mix strategy I' used to serve PT. Kansai Paint Indonesia target market by focusing primarily on the buyer that adapted by combination between the 4Ps and 4Cs model, where 4Ps is a product - centric approach while 4Cs is customer- centric approach."

"Bertambahnya jumlah perusahaan start-up, khususnya financial technology (fintech), berdampak signifikan terhadap produk domestik bruto (PDB) nasional Indonesia sehingga berkontribusi terhadap pertumbuhan ekonomi. Namun, perusahaan rintisan teknologi lebih banyak gagal daripada berhasil. Studi menunjukkan bahwa start-up yang menerapkan prinsip lean menghasilkan lebih sedikit kegagalan daripada start-up yang menggunakan metode tradisional. Studi ini berupaya untuk mengelaborasi penerapan praktik umum dan tantangan kerangka kerja lean dalam pengembangan produk baru dari start-up berdasarkan tahapan pendanaan mereka menggunakan tinjauan literatur sistematis dan analisis kualitatif. Penulis menganalisis dua puluh delapan publikasi berdasarkan peringkat dan relevansinya, kemudian melakukan wawancara mendalam dengan dua belas informan dari enam start-up. Analisis penelitian mengelaborasi tiga framework implementasi lean start-up mulai dari vision, steer, dan acceleration yang masing-masing memiliki empat variabel yang berbeda. Studi ini mengungkapkan perbedaan mendasar antara masing-masing perusahaan start-up dalam mengimplementasikan lean framework saat mengembangkan produk baru dan masalah yang mereka hadapi. Penelitian tentang start-up lean ini diharapkan dapat digunakan sebagai panduan untuk mengimplementasikan lean start-up dalam pengembangan produk baru dengan mempelajari informasi yang diperoleh dari berbagai start-up berdasarkan tahapannya.

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The growing number of start-up companies, especially financial technology (fintech), has a significant impact on Indonesia’s national gross domestic product (GDP), contributing to economic growth. However, tech start-up companies fail more than succeed. Study shows that start-ups that apply lean principles result in fewer failures than start-ups that use traditional methods. This study endeavors to elaborate on implementing general practices and challenges of the lean framework in new product development from start-ups based on their funding stages using a systematic literature review and qualitative analysis. The author analyzed twenty-eight publications based on their ratings and relevance, then conducted in-depth interviews with twelve informants from six start-ups. The research analysis elaborates on three lean start-up implementation frameworks starting from vision, steer, and accelerate, each of which has four different variables. This study reveals fundamental differences between each start-up company in implementing the lean framework when developing new products and the problems they face. This research on lean start-ups is expected to be used as a guide for implementing lean start-ups in new product development by studying information obtained from various start-ups based on their stage."