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"ART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility -- The sales force -- Sales environment -- Sales control and policies -- Channels -- Product/market match -- Competition -- The customer -- The market -- PART II. PERSONAL COACHING. Facts-in-the-Future (tm) -- The truth about statistics, or why you need a BS (bad statistics) filter -- The gullibility factor -- Intuition -- How much information is enough? -- Mind games -- Walk a mile in the CFO?s shoes -- The brain of a sales manager -- Evolution in sales management -- The CEO and sales force success -- Perception sticks like glue -- FAQs: frequently asked questions -- Notes -- Bibliography -- Index."

"Delivers the research-based criteria for sales teams interested in selling effectively against a business environment. This guide is suitable for professionals working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization. "

"Sales - it's an everyday event and part of every business transaction more than a million times a day. This book presents the fundamental elements of successful sales - the kind of success everyday business professionals can apply to create lasting relationships, productive business dealings, and successful bottom line results."

"Skripsi ini membahas mengenai fasilitas pembiayaan transaksi marjin yang diberikan oleh perusahaan efek terhadap nasabahnya Transaksi marjin ini mempunyai mekanisme tersendiri yang telah diatur didalam Peraturan Bapepam LK No V D 6 Tahun 2008 Berdasarkan penelitian yang bersifat deskriptif analitis ini ditemukan adanya pelanggaran didalam mekanisme transaksi marjin terutama didalam mekanisme penjualan paksa force sell Pelanggaran tersebut berdampak merugikan berbagai pihak seperti investor dan perusahaan efek dan juga Bapepam LK selaku pengawas di bidang Pasar Modal Hasil dari penelitian menunjukan bahwa terhadap kerugian yang ditimbulkan oleh perusahaan efek atas pelanggaran yang dilakukan dapat diminta pertanggungjawabannya sesuai dengan peraturan perundang undangan yang berlaku.

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This thesis discuss about margin trading facility which provided by Securities Companies for their investor Margin trading has its own mechanism which regulated in Bapepam LK Regulation No V D 6 year 2008 Based on this descriptive analytical study author has found violation in margin trading mechanism especially in force sell mechanism That violation make disadvantage to some parties such as investor Securities Company and Bapepam LK as the regulatory organization in Indonesia capital market The results of research has shown that the losses incurred by Securities Company in margin trading can be held responsible in accordance with the legislation in force."

"Traditionally strategies for closing sales have involved pressuring customers, countering their stalling tactics, and overcoming their objections -- behaviors that run in direct opposition to the philosophy of the consultative salesperson. On the other hand, consultative salespeople, afraid of damaging the relationship they’ve nurtured by appearing too aggressive, hope the deal will close itself -- something which rarely, if ever, happens."

"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."