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"Based on the bestselling American Management Association seminar, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps sales professionals quickly and easily develop the skills they need to succeed in their new managerial roles. Readers will learn how to: * Make a smooth transition into management * Build a superior, high-functioning sales team * Set objectives and plan performance * Delegate responsibilities * Recruit new employees * Improve productivity and effectiveness Making the leap into management -- especially sales management -- means meeting a whole new set of challenges. This easy-to-understand book gives readers everything they need to immediately excel at their new responsibilities."

"For the right person, a career in media sales can be glamorous, rewarding, and lucrative. But without the right guidance, it can also be challenging. Author Paul Weyland has decades of experience working with local direct clients. Now, in "Successful Local Broadcast Sales" he shares his hard-won wisdom, showing television, radio, and cable salespeople how to get more sales. Honest, practical, and accessible, this is the one handbook that shows novice and veteran salespeople how to thrive - not just survive - in the media business."

"Contents :- Preface - Acknowledgments - Chapter 1: Thinking and acting strategically - Chapter 2: Understanding buying factors - Chapter 3: Managing key players - Chapter 4: Knowing your environment - Chapter 5: Influencing the competitive landscape - Chapter 6: Quantifying value - Chapter 7: Pipeline management - Chapter 8: Developing a sales coaching strategy - About the authors - About ignite selling, inc "

"Are you still relying on just a few basic strategies to use on your sales calls, leaving it up to chance whether they'll work or not? Every sales call requires a different tactic; it stands to reason that if you don't have the right tool for the right situation, you're not going to be able to get the job done. Would you hire a plumber who only came armed with a hammer?"

"Tingginya kebutuhan perumahan di Indonesia telah mendorong maraknya pemasaran rumah oleh pengembang sebelum rumah dibangun pre-project selling. Seiring dengan hal itu keluhan terkait dengan transaksi jual beli rumah dengan pengembang bermunculan, dalam beberapa kasus melibatkan notaris karena tidak teliti atau melakukan kelalaian dalam pembuatan akta. Tidak jarang ketidaktelitian atau kelalaian tersebut menimbulkan kerugian bagi mereka yang menggunakan jasa notaris dalam pembuatan akta terkait dengan transaksi pre-project selling. Yang menjadi permasalahan di sini adalah bagaimana tanggung jawab notaris dalam memastikan keabsahan transaksi pengikatan jual beli dan pemberian Surat Kuasa Membebankan Hak Tanggungan SKMHT dalam transaksi pre-project selling dan bagaimana tanggung jawab notaris jika timbul kerugian karena kelalaian notaris dalam memastikan keabsahan transaksi pengikatan jual beli dan pemberian SKMHT tersebut. Dalam tesis ini, penulis menggunakan metode penelitian yuridis normatif, karena menggunakan data sekunder berupa pengumpulan data dan penelusuran literatur ditambah dengan wawancara dengan beberapa narasumber. Kesimpulan yang diperoleh dari hasil penelitian ini adalah notaris bertanggung jawab memastikan keabsahan transaksi pengikatan jual beli dan pembuatan SKMHT dan dapat dituntut ganti rugi atas kerugian yang timbul karena kelalaiannya dalam memastikan keabsahan transaksi pengikatan jual beli dan pembuatan SKMHT tersebut. Untuk penanganan permasalahan ini disarankan agar diadakan sharing kasus kepada para notaris dan peningkatan pengawasan terhadap notaris. Di sisi lain untuk memudahkan proses ganti rugi kepada mereka yang dirugikan, perlu dijajaki kemungkinan diterapkannya kewajiban bagi notaris untuk meng-cover dirinya dengan professional indemnity melalui metode mana ganti rugi dapat diperoleh tanpa harus melalui proses beracara di pengadilan.

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The high demand of housing in Indonesia has prompted developers to sell houses before they are built. In connection therewith, complaints related to house sale and purchase transactions entered into with developers arise, in some cases due to notary's inaccuracy or negligence in drawing up deeds. Such inaccuracy or negligence often causes losses on the part of those who use notary's service to make a notarial deed with regard to pre project selling transactions. The problems here are in what manner a notary is responsible for ensuring the validity of a conditional sale and purchase transaction and SKMHT in pre project selling transactions and how far a notary can be held liable for losses suffered due to the notary's negligence in ensuring the validity of the conditional sale and purchase transaction and SKMHT. In this thesis, the writer uses the normative juridical research method by using secondary data in the form of data collection and literature research as well as interview with several informants.

The conclusion of this research is that a notary is responsible for ensuring the validity of a conditional sale and purchase transaction and the grant of SKMHT and the notary may be held liable for any losses incurred due to his her failure in doing the same. To handle these problems, it is advisable to conduct cases sharing to notaries and enhance the supervision on notaries. On the other hand, to facilitate the indemnification process to those who suffer losses, it is recommended to explore imposing an obligation to notaries to cover themselves with professional indemnity through which means the indemnification can be obtained without having to go through legal proceedings at court."

"Abstract. The achievement of the banking sector's lending product is not consistently followed by the same level of achievement of other products. Therefore, it is important to observe customer segmentation, figuring out customer satisfaction, and to find out the influence of customer satisfaction toward the customer's willingness to cross-sell and providing recommendations on each segmentation. The purpose of this research paper is to identify individual debtor segment, identifying the influence of debtor's satisfaction toward cross-selling willingness and providing recommendations, as well as to become a business strategy reference for companies. We investigate the service quality (reliability, responsiveness, assurance, empathy, and tangible) to observe the level of both satisfaction and loyalty of the debtors. The research is conducted with 93 respondents. The analytical method that is applied in this research paper is descriptive statistics, cross tabulation, and regression analysis. The research results indicate that the biggest number of debtors is on the low-interest loan segment on service and trade businesses, while for the medium-interest loan and high-interest loan the biggest number is on the trade businesses. In general, each segmentation is willing to cross-sell. However, the high-interest loan segment is more willing to cross-sell. On both low-interest loan and medium-interest loan segments, the debtors are willing to recommend the company's products to their relations. However, the debtors on the high-interest loan tend to be unwilling to do so. The results of this research also clarifies the theory that debtor's satisfaction has a significant relation with the willingness to cross-sell and providing recommendations (customer's loyalty). This may also help managers to provide a proper service for different debtor's segmentation. Abstrak. Pencapaian kredit yang tinggi dalam sektor perbankan tidak selalu diikuti oleh pencapaian yang tinggi pada produk lainnya. Oleh karena itu penting untuk melihat segmen konsumen, mengetahui kepuasan konsumen, dan mengetahui pengaruh kepuasan konsumen terhadap kesediaan konsumen untuk melakukan cross selling dan merekomendasi pada masing-masing segmen. Tujuan dari penelitian ini adalah untuk mengidentifikasi segmen debitur perorangan, mengidentifikasi pengaruh kepuasan debitur terhadap kesediaan cross selling dan merekomendasi, serta dapat menjadi referensi strategi bisnis untuk perusahaan. Kami meneliti kualitas layanan (reliability, responsiveness, assurance, empathy, dan tangible) untuk melihat tingkat kepuasan dan loyalitas debitur. Penelitian dilakukan terhadap 93 responden. Metode analisis yang digunakan yaitu statistik deskriptif, tabulasi silang, dan analisis regresi. Hasil penelitian menunjukkan bahwa jumlah debitur terbesar pada segmen kredit rendah yaitu bidang usaha jasa dan perdagangan, sedangkan pada segmen kredit sedang dan segmen kredit tinggi yaitu bidang usaha perdagangan. Pada umumnya semua segmen bersedia untuk melakukan cross selling namun segmen kredit tinggi lebih bersedia untuk melakukan cross selling. Pada segmen kredit rendah dan segmen kredit sedang bersedia untuk merekomendasikan produk perusahaan kepada relasinya, namun pada segmen kredit tinggi cenderung tidak bersedia. Hasil penelitian ini juga semakin memperjelas teori bahwa kepuasan debitur memiliki hubungan yang signifikan dengan kesediaan melakukan cross selling dan merekomendasi (loyalitas konsumen). Hal ini juga dapat membantu manajen memberikan pelayanan yang tepat kepada segmen debitur yang berbeda."

"Break event point or the break-even point can be defined as a situation where the operating company does not make a profit and not a loss. The goal is to provide the knowledge to increase knowledge about the break event point (the point of principal) and its relationship with the company profit and to know how the results of the. Analysis break event point is very important for the leadership of the company to determine the production rate how much the cost will be equal to the amount of sales or in other words to determine the break event point we will determine the relationship between sales, production, selling price, cost, loss or profit, making it easier for leaders to take discretion."