Ditemukan 8 dokumen yang sesuai dengan query
Zylstra, Kirk D., author
Kirk Zylstra's focus on the customer is a fresh approach to lean. Companies that can bear the burden of variability will develop a strategic advantage in today's volatile market." 'Travis Jarrell Institute of Industrial Engineers Program Committee Chair "iLean Distribution/i is a comprehensive yet concise work with clear leanings. Kirk's...
Jakarta: PPM, 2006
658.788 Zyl l
Buku Teks Universitas Indonesia Library
Hunter, Mark, 1967- , author
In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins-short-term strategies that are destructive to the long-term sustainability of their business. "High-Profit Selling" helps readers...
New York: [American Management Association, ], 2012
e20436997
eBooks Universitas Indonesia Library
Bennett, Greg, author
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...
New York: American Management Association;;, 2007
e20441448
eBooks Universitas Indonesia Library
Hayden, C. J., author
Get clients now! has helped thousands of independent professionals dramatically increase their client base. With this uniquely practical guide, it?s easy to replace scattershot marketing and networking efforts with proven and targeted tactics. Using a simple cookbook model, the book helps readers identify the ingredients missing from their current marketing...
New York: American Management Association, 2013
e20436942
eBooks Universitas Indonesia Library
Gielda, Steve, author
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 ...
Alexandria, Virginia: American Society for Training & Development, 2012
e20442062
eBooks Universitas Indonesia Library
Miller, William, author
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...
New York: American Management Association, 2007
e20443720
eBooks Universitas Indonesia Library
Hanan, Mack, author
"For more than two decades, Consultative Selling? has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions. The Seventh Edition gives you the tools to continue bringing superior results to 21st Century organizations?and take your own career to a new...
New York: [American Management Association, ], 2004
e20438598
eBooks Universitas Indonesia Library
Weinberg, Mike, author
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...
New York: [American Management Association, American Management Association], 2012
e20437125
eBooks Universitas Indonesia Library
