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"To be truly successful, sales professionals need to create an irresistible attraction -- not only to their products but also to themselves."

"Contents :- Achieving sales training success; uaderstand the sales environment - Analyze needs - Design the sales process - Implement effective training - Use the right metrics for evaluation - Plan the way forward - References & resources - Job aid: sales training diagnostic tool "

"Today?s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager?s Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job."

"Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to: regain control of their time, create a proactive sales culture, motivate a sales team, use simple yet powerful metrics, weed out failures quickly, coach and counsel up and down the sales organization, reduce reports to one sheet of paper and 10 minutes a week, forecast more confidently. This book shows sales managers at every level how to manage for great results!"

"Few sales managers are true managers, often falling back on the skills that made them great at sales. This essential book, now updated with strategies in line with the changes in sales since the book's original publication, provides readers with a proven method for managing the sales process, as well as the salespeople. This title is packed with specific, field-tested techniques. Packed with all new metrics and tactics for making the numbers in today's competitive sales environment, this is an important resource no sales manager should be without."

"Competitive Selling has what you need to out-maneuver, out-negotiate, and out-sell everyone who stands between you and the sale. It reveals exactly how today's highest achievers win every battle and provides a blueprint for replicating this success, including how to --A complete reeducation on how to approach the sales process, Competitive Selling provides a brutally realistic view of the sales environment today and offers the means for fighting your way to the top of the food chain---and staying there --Your Skill level---not what you're selling---is what makes or breaks you in competitive sales --There's a hard fact that we all have to face: Buyers have evolved. They've become shopaholics. They almost never consider a single vendor when making a buying decision. Instead, they call you---and your competitors---and choose from multiple options. They know that pitting you against your competition always works to their benefit --In today's sales environment, only the strongest and smartest live to sell another day. Master sales strategist Landy Chase calls these top performers dominant predators--- salespeople who consistently win business, at higher prices, by crushing the competition at every turn. He knows exactly how they do it because he's the one who teaches them how to do it Now, it's your turn --In Competitive Selling, Chase reveals the master strategy of the dominant predator, offering a proven, step-by-step process for entering the fray as a prepared and confident warrior. You'll learn how to: --It's a jungle out there. The goal in today's winner-take-all world of selling is to make every selling opportunity an unfair fight---in your favor. You have to adapt to your surroundings and take control of your environment. Be assured, your competitors are out there trying to do the same thing. Competitive Selling provides the techniques and skills for seizing the advantage before they even see you coming --Book Jacket."

"Skema piramida yang berkedok Multi-Level Marketing (MLM) telah menjadi isu yang signifikan seiring dengan berkembangnya teknologi dan inovasi bentuk usaha dalam industri penjualan langsung dan pemasaran jaringan. Dalam hal mengatur terkait direct selling, pemerintah Indonesia dengan kedaulatannya memiliki limitasi dalam mengeluarkan regulasi. Batasan-batasan tersebut salah satunya bersumber dari perjanjian multilateral ataupun bilateral yang mengikat Indonesia. Skripsi ini bertujuan untuk mengeksplorasi titik temu antara pengaturan direct selling di Indonesia dan perjanjian perdagangan internasional yang mengikatnya mengenai praktik pemasaran berjenjang (MLM) dan skema piramida. Fokusnya adalah pada bagaimana Indonesia mengatur MLM, dan sejauh mana peraturan tersebut sejalan atau berpotensi bertentangan dengan perjanjian perdagangan Free Trade Agreement (FTA) dan WTO. Penelitian ini menggali kerangka hukum dan regulasi yang ada yang melindungi konsumen dari potensi penipuan dalam skema piramida dan prevalensi skema piramida di MLM, serta menganalisis bagaimana perjanjian-perjanjian perdagangan internasional mempengaruhi dan berdampak pada kebijakan MLM di Indonesia. Skripsi ini juga membandingkan pendekatan Indonesia dengan negara-negara seperti Tiongkok, yang telah mengadopsi kebijakan berbeda terkait penjualan langsung dan MLM di bawah kerangka WTO. Penelitian ini memberikan pemahaman lebih dalam tentang upaya perlindungan konsumen dalam menghadapi skema piramida berkedok MLM dan menyoroti perlunya peningkatan kerja sama antara pihak berwenang, perusahaan MLM, dan konsumen dalam memitigasi risiko yang terkait dengan skema piramida.

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Pyramid schemes under the guise of Multi-Level Marketing (MLM) have become a significant issue along with the development of technology and innovation in business forms in the direct sales and network marketing industries. In terms of regulating direct selling, the Indonesian government with its sovereignty has limitations in issuing regulations. One of these limitations comes from multilateral or bilateral agreements that bind Indonesia. This thesis aims to explore the intersection between direct selling regulations in Indonesia and the international trade agreements that bind them regarding multi-level marketing (MLM) practices and pyramid schemes. The focus is on how Indonesia regulates MLM, and the extent to which these regulations are in line with or potentially conflict with the Free Trade Agreement (FTA) and WTO trade agreements. This research explores the existing legal and regulatory framework that protects consumers from potential fraud in pyramid schemes and the prevalence of pyramid schemes in MLM, as well as analyzing how international trade agreements influence and impact MLM policy in Indonesia. This thesis also compares Indonesia's approach with countries such as China, which have adopted different policies regarding direct sales and MLM under the WTO framework. This research provides a deeper understanding of consumer protection efforts in dealing with pyramid schemes under the guise of MLM and highlights the need for increased cooperation between authorities, MLM companies and consumers in mitigating the risks associated with pyramid schemes."

"ABSTRACTPenelitian ini mengkaji bisnis di Indonesia yang bergerak di bidang fashion wanita khususnya tas. Salah satunya adalah produk tas Elizabeth. Elizabeth merupakan salah satu brand lokal Indonesia yang menguasai salah satu pasar tas wanita, yang populer dikalangan wanita dewasa maupun remaja. Tujuan penelitian ini yaitu untuk mengetahui pengaruh dari variabel atribut produk (X) terhadap Keputusan Pembelian (Y) pada mahasiswi Administrasi Bisnis angkatan 2013 Telkom University. Penelitian ini merupakan penelitian populasi yang merupakan keseluruhan populasi dijadikan sebagai responden. Populasi penelitian ini adalah Mahasiswi Administrasi Bisnis angkatan 2013 Telkom University yang pernah membeli tas Elizabeth sebanyak 70 orang. Teknik pengumpulan data berupa penyebaran kuesioner kepada 70 responden yang merupakan keseluruhan dari populasi. Jenis penelitian ini adalah deskriptif kuantitatif. Analisis data yang digunakan adalah analisis regresi linier sederhana. Hasil penelitian menjelaskan bahwa terdapat hubungan antara variabel atribut produk (X) dengan keputusan pembelian (Y) pada konsumen khususnya mahasiswi Administrasi Bisnis angkatan 2013 Telkom University. Berdasarkan perhitungan koefisien determinasi (R2) menunjukkan bahwa besarnya pengaruh variabel Atribut Produk (X) terhadap variabel Keputusan Pembelian (Y) adalah sebesar 65,6% sedangkan sisanya sebesar 34,4% dipengaruhi oleh faktor lain yang tidak diteliti di dalam penelitian ini."

"ABSTRAKIndustri periklanan Indonesia terus mengalami perkembangan seiring dengan persaingan bisnis yang semakin ketat. Berbagai cara dilakukan pemasar demi menaikkan penjualan, termasuk dengan menyewa jasa celebrity endorser . Penggunaan jasa celebrity endorser banyak ditemukan pada online shop di media sosial Instagram. Tulisan ini berfokus menganalisis etika dan aturan iklan pada empat iklan produk kosmetika yang diiklankan oleh selebgram Anya Geraldine dan Shannon Gabriella. Regulasi yang dianalisis adalah Etika Pariwara Indonesia dan aturan Badan POM mengenai iklan kosmetika. Berdasarkan pengamatan, terdapat beberapa indikasi pelanggaran yang dilakukan oleh Anya Geraldine dan Shannon Gabriella beserta online shop yang menyewa jasa mereka. Pelanggaran ini di antaranya: dua produk kosmetika tidak memiliki izin edar Badan POM, melanggar aturan klaim kosmetika, dan melanggar ketentuan mengenai testimony . Selain pelanggaran iklan produk kosmetika, ditemukan juga iklan produk suplemen kesehatan yang masuk dalam kategori obat. Iklan produk suplemen kesehatan ini tidak hanya melanggar Etika Pariwara Indonesia dan aturan Badan POM karena tidak memiliki izin edar, tapi juga melanggar Peraturan Menteri Kesehatan terkait dengan penggunaan alat kesehatan yang tidak dilakukan oleh tenaga kesehatan.Kata Kunci: Iklan kosmetik, Selebgram, Etika Pariwara Indonesia, Peraturan Badan POM

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ABSTRACTAdvertising industry in Indonesia continues to develop along with the increasingly tight business competition. Marketers do many strategies to increase sale, including hiring celebrity endorser. The appearance of celebrity endorser found in many online shops in social media, such as Instagram. This paper focuses on analyzing the ethics and regulations of advertising on four cosmetics ads advertised by selebgram Anya Geraldine and Shannon Gabriella. Ethics and regulations of the advertising reffer to Etika Pariwara Indonesia and cosmetics ads regulations by Badan POM. Based on obsevations, there are several violations indications committed by Anya Geraldine and Shannon Gabriella along with online shops that hire their services. These violations include: two cosmetics products do not have Badan POM authorization license, violate cosmetics claim, and violate rules about testimony. Further observations also found ads of health supplement products in drugs category. The ads of this health supplement products not only violate Etika Pariwara Indonesia and Badan POM regulations for not having authorization license, but also violate the regulations of the Ministry of Health related to the use of medical equipment not by health personnel.Keywords: Cosmetic ads, Selebgram, Etika Pariwara Indonesia, Badan POM regulations "