Book Description
This book presents the basic steps of high-efficiency selling: improving personal time management, gathering more information, and delaying the presentation and closing stage of the sale. It helps readers:
* Waste less time on unproductive leads by prospecting, interviewing and following up leads intelligently.
* Reduce stress by organizing their day and week around key activities.
* Gain a better long-term "fit" with prospective customers.
* Spend more time with people who express an active interest in moving through the sales process.
Customer Reviews:
High Efficiency Selling: How Superior Salespeople Get That Way [ABRIDGED] (Audio CD).......2006-02-19
Have not received my purchase to date. Ordered 1/16/2006.
Today's date 2/17/2006. My credit card was billed 1/17/2006.
No product. No shipper information. Bad purchase.
Asking the Right Questions and Listening!!!.......2005-10-21
As a sales trainer for Performance Insights, LLC, I have read many books on Sales Training, have seen many Sales Seminars, and listened to many Sales Audio CD and Tape Programs. This is absolutely one of the best!
"High Efficiency Selling is essentially cooperative asking-oriented selling that benefits the salesperson and customers he or she meets". This questioning process of General, to Specific to Framed Queries results in "customized glove-fitting formal proposals that have a high likelihood of turning into sales".
Follow Stephan Schiffman's directions, do the work, and you will get paid!
Buy this book!
Closing made easy.......1999-08-10
As a sales trainer, I have had teh opportunity to attend many seminars, read numerous books and listen to too many audio tapes that do not deal with the final objective of a sales call; that is the close.
I recently bought three audio tapes from two other popular authors that I thought would be better closing ideas. Was I wrong. Mr. Schiffman's tape was the best. With more tapes and ideas on closing I know we can take our sales team to the top. Thank you for your excellent material.
invaluable resource for new companies.......1999-07-01
I'm a partner in a new company and we don't have anybody with sales experience. This book has helped us tremendously. Before reading Schiffman, everything we were doing to try and get sales was wrong! Once we started following his rules we've wound up with more appointments than we can easily handle. In sum, it took us from complete ignorance to a good understand of a system that is easy to use and that respects both the buyer and the seller. I just wish that the idiots who cold-call me at home would read Schiffman!
No magic, just solid techniques.......1998-02-23
This book focuses on making you a better sales person. There are no bizzare techniques, just solid advice for improving your selling. We are making it required reading for all our salespeople. I hope our competitors don't find out about this book!
Average customer rating:
- Not worth paper it's printed on
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Getting a Job in Europe: How to Find Short or Long Term Employment Throughout Europe (Living and Working Abroad Series)
Mark Hempshell
Manufacturer: How to Books
ProductGroup: Book
Binding: Paperback
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| Job Hunting & Careers
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Guides
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ASIN: 1857035356 |
Customer Reviews:
Not worth paper it's printed on.......2001-12-07
If you are witless enough to find this book useful, you should probably stay home. I decided to return it within about 30 seconds of opening it. Where to begin? The book offers an "action plan" whose steps include "1. Decide which job or jobs you ideally want. If possible this should be something you are skilled and/or qualified in. 2. Decide which country or countries you would most like to live and work in. Which European language do you know best or could you learn most easily?"
I bought the book especially looking for help in preparing a CV for Germany. The "How to prepare a CV" section tells me that I should include "your full name, clear contact address and telephone, school qualifications..." As opposed to what?! What does Hempshell think the reader would expect goes on a CV?
The author wastes pages on individual country sections where you might learn that "Further reading on Germany" includes "Let's Go 2000: Germany" and "Germany: The Rough Guide". As I said, if you buy this book looking for information on getting a job in Europe, and you benefit from being informed that travel guides have useful information on a country, you will be safer staying at home.
Average customer rating:
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Why Should Extroverts Make All the Money: Library Edition
Frederica J., Ph.D. Balzano
Manufacturer: Blackstone Audiobooks
ProductGroup: Book
Binding: Audio CD
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ASIN: 0786196459 |
Customer Reviews:
Political and corporate history of the 688-class submarines.......2005-12-29
This book chronicles the political and corporate history of the 688 class nuclear attack submarine. There is much insight into the methods and manner of Admiral Rickover and also a lot of material on the corporate goings-on at Electric Boat during the construction of these boats. At the same time the Trident program was starting so it was a hectic era of sub construction in the USA.
The small amount of operational history is very interesting, such as the ruse which allowed the US Navy to estimate the top speed of mid-1960s Russian nuclear subs. Really the whole book is well written but a complaint at Sub-Log was the limited amount of design, technical and operational information. Much of the book is taken up with following the business and political leaders involved in these huge defense projects.
Very well done, insightful and recommended for anyone considering a career in management at a large defense contractor. An important book in how it documents one slice of American Cold War defense procurement.
Category: corporate and political narrative and intrigue
Heroes: ?? Electric Boat rank and file?
Boats: 688 class
Rating: 4 conference rooms (out of a total of five)
Titanic egos battle over defense policy for a generation.......2005-12-20
It was a monumental showdown: Takis Veliotis, the ruthless, ambitious manager brought in to save the Electrtic Boat division of General Dynamics, the prime supplier of submarines to the navy, and Admiral Hyman Rickover, the brilliant, demanding perfectionist who helped create those submarines. Though they started as allies with the goal of excellence, they soon became bitter enemies. Each made the destruction of the other his goal. In the interim their actions (or lack thereof) helped shape defense policy at sea for a generation, through the technically advanced but flawed Los Angeles class of attack submarines. This book reads less like the examination of policy and politics that it is, and more like a thriller, which it becomes. Impossible to put down -- Tyler nails the facts and the personalities.
Only three-stars because story ends too quickly.......2002-03-25
This is a comprehensive account of the contentious genesis of the Los Angeles Class attack sub, a warship normally described as one of the most advanced in the world, but under suspicion here. Though this story will most likely appeal to those familiar with the terminology and technology of military submarines, it also has much to offer for those studying the military acquisitions process.
The Los Angeles class attack sub was borne of attempts to combat two implacable enemies - the Soviet Navy and America's own Hyman Rickover, the so-called father of the nuclear navy. Facing the combined soviet threats of submarine launched anti-ship missiles (previous Russian subs could only fire their missiles only after an elaborate process while on the surface where they were visible and vulnerable) and faster submarines equipped with more powerful reactors, American planners now find themselves desperate to reclaim an edge on speed. (Though setting the benchmark with the Skipjack class, progressive gains in the size and weight of latter subs using the same powerplant eroded this advantage). The switch to a newer reactor (actually one redesigned after use on the USS Long Beach, one of the world's first nuclear-powered surface ships) wasn't enough, and submarine vets had no choice but to make compromises, like reducing hull thickness and conseuqently reducing maximum safe operating depth. Conflict with the headstrong Admiral Rickover occurs when the winning design for the new sub is chosen by a firm other than General Dynamics, the established industry leader. Also complicating things is Takis Veliotis, a wily genius who is the only man who can stand up to greedy corporate reps eager to cut any corner and Rickover himself. Veliotis, unfortunately, has some of his own secrets to hide, resulting in his flight to Greece to avoid charges stemming from millions of dollars in kickbacks. What nearly dooms the program are the extensive compromises made to the construction schedules - resulting in ships being launched half-finished only to be quietly returned to the factory for completion. Millions of dollars in overruns are quietly overlooked, with the hope that a government bailout will convert these losses into profits. When that prospect begins to look unlikely, the corporate heads of GD begin turning on each other, while unskilled and unreliable labor, low morale and impossible construction schedules mix to spell the likely doom of the US submarine force.
This book tackled an unlikely subject - the LA Class is the backbone of America's submarine navy, not something you've heard described as essentially "Unsafe at any depth". However, the book is marred for two reasons - the author spends much more time concentrating on each specific transaction or exchange between characters (like Veliotis and either the head of GD or Rickover) without connecting these exchanges into a cohesive picture of a collapsing defense program. A more glaring flaw is the book being incomplete. "When it was over, there were just the submarines" but the submarines managed to operate at much higher safety standards than the Russian boats they confronted - the author never connecting these boats to the seeming time-bombs produced by GD. What had happened? Who can take credit for the success of the LA Class - or is even that perceived success an illusion? Even the supreme irony of speedy submarines is never addressed adequately, though the information was probably unavailable. Though developments in sub-launched missiles and their submarines themselves did substantiate the need for faster US subs, the threat of high-speed Russian subs was a cold war mirage. The Russians never gave much production priority to their high-powered reactors. Those installed in experimental versions of the November and Papa classes, and regularly in the Alfa class proved more trouble prone than realized. Though more compact than comparable western designs, these reactors were at least as loud, and, using molten metal as a coolant, had to be operated around the clock, even while in port, lest the coolant be allowed to "freeze" into solid metal and ruin the piping. Either of these two ommissions (the post-construction history of the LA class and the real threat posed by the Russians) is fatal to the subject. Nevertheless, I found it important reading. I'm hoping the author will revisit the subject again using the information he had no access to at first.
Excellent.......2001-11-23
One of the best books on the 688 program and how it influenced the 726-class. The best part is the back of the book with transcripts of telephone conversations between Takis Veliotis (GM for GD/EB) and Rickover. Also a good summary of the engineering and operations analysis that led to the 688 design. Portions on the "holy grail" of speed, depth and stealth are great, particularly on how/why the hull wound up getting shaved to meet speed, but sacrificing depth. Overall, a great book, as good or better than Dalguish and Schwickert's (sp?) book, Trident.
A definitive look at the history of the 688 program/origins.......2000-07-20
Probrably the definitve book on the origin of the 688 submarine program and the corruption involved in the overspending by General Dynamics(Electric Boat). Some really good insights on Adm. Rickover not seen in other books. Very technically accurate. I believe at the time this book was written the government tried to ban the book. The first third of the book about the advent of Soviet fast subs and and the history of modern submarine design is a must read for anyone interested in submarine history. Cronicles some of the classic story's such as the USS Philidelphia being launched for the Congressmen and then pulled back into shipyard for another year to finish since it was so far behind schedule.
Book Description
Readers will find articles by more than 60 of the leading M & A practitioners, plus principles and techniques illustrated with Fortune 500 case studies. New topics include the restructuring of debt-laden corporations, issues impacting medium-sized companies, and the implications of global markets. Updated and expanded areas include new cases to illustrate growth and diversification, an in-depth treatment of selling M & As, updated tax information and banking arrangements, and more.
Book Description
Looks at the feasibility of UK shipbuilders expanding outside their domestic military contracts into the worldwide commercial or foregin military markets,
Book Description
In this book Hessen presents an uncompromising defense of the right of corporation to exist and function freely. He offers a reinterpretation of the nature and historic origins of corporate enterprise, and a spirited challenge to the current widespread condemnation of giant corporations. Today Ralph Nader is recognized as the most vocal critic of the corporation. Hessen outlines and examines Nader's criticisms—namely, that giant corporations victimize shareholders, crush smaller competitors and overcharge consumers. He also analyzes Nader's proposals for remedial legislation: Nader wants Congress to require giant corporations to make fundamental changes in their internal structure and operating methods, such as stripping corporate officers of their authority to make decisions, and breaking up any corporation whose share of the market exceeds 12 percent. Among the other issues Hessen analyzes are: how did the idea originate that corporations are "creatures of the state" and is this idea valid? Are giant corporations "private governments," and are the officers self-perpetuating oligarchs? Is "corporate democracy" a worthwhile goal? Why are existing state incorporation laws permissive, and do they wrongfully favor corporate officers at the expense of shareholders? Is federal chartering of corporations necessary, as Ralph Nader claims? Do giant corporations possess monopoly power and should the antitrust laws be reinforced?
Customer Reviews:
The objective case for the corporation.......2001-03-01
"The essence of capitalism is the inviolability of individual rights, including one's right to use or invest one's wealth as one chooses, and one's right to associate with others for any peaceful purpose and under any terms of association that are acceptable to all parties concerned." - Robert Hessen
I first came into contact with Robert Hessen's writings in the pages of *The Objectivist Newsletter*, to which he contributed two articles on the Industrial Revolution in 1962. I also knew that his book *Steel Titan* (1975), was the major source Burton Folsom used for his chapter on Charles Schwab in *The Myth of the Robber Barons*. So when I opened my copy of his *In Defense of the Corporation*, I knew I would be in good company.
The book can be roughly subdivided into two halves. The first half is mostly an historical argument against the "concession theory" of the corporation, showing that the conception of the corporation as a "creature of the state" operating by privilege is an anachronism inherited by mistake from the feudal era. On the contrary, Hessen defends what he calls the "inherence theory", which shows the corporation to be reducible to the individual rights of its owners.
I was particularly interested in the refutation of the attacks on the so-called "privilege" of limited liability, which can even be found in the writings of such a conservative historian as Clarence B. Carson. Hessen shows that there are two kinds of limited liability. The first one, limited financial liability, can be explained quite simply as an implied contract between the corporation and its creditors. And the second one, limited liability for torts, is shown to be perfectly reasonable as far as shareholders are concerned.
The second part of the book is a defense of the freedom of incorporation against attacks made by Ralph Nader in two books he published in the 1970s. Nader advocated the federal incorporation of "large" corporations and the turning of their right to engage in interstate commerce into a privilege which the federal government could then use as a stick to make them comply with socialist legislation.
Hessen brilliantly exposes the illogic and arbitrariness of these recommendations, and casts doubt on the value of Nader's scholarship by demonstrating how he resorted to "phantom footnotes" ("that is, citations which prove to be unverifiable and either bogus or deceptive") and used unreliable sources to support his claims.
Against Nader, whom he shows to be another modern disciple of Rousseau, Hessen concludes that corporations "are created and sustained by freedom of association and contract, that the source of freedom is not governmental permission but individual rights, and that these rights are not suddenly forfeited when a business grows beyond some arbitrarily defined size."
Robert Hessen, who recognizes his "intellectual indebtedness to Ayn Rand", refers to her *Virtue of Selfishness* and quotes from her *Capitalism: The Unknown Ideal*, has written here an essentialized and conceptually clear defense of the corporation from the perspective of individual rights.
Average customer rating:
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The Legend of Litton Industries
Jeffrey L. Rodengen
Manufacturer: Write Stuff Enterprises
ProductGroup: Book
Binding: Hardcover
Company Profiles
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| Electrical & Electronics
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ASIN: 0945903510 |
Book Description
When famed whiz kid Charles Bates "Tex" Thornton bought a small microwave tube company from Charles Litton in 1953, few people could have foreseen that it would evolve into a $5.5 billion global high-tech enterprise with leading positions in ship-building, information technology, and defense and commercial electronics.
The Legend of Litton Industries recounts the ingenuity, determination and corporate strategy of its leaders and dedicated personnel. Carefully researched and lavishly illustrated, this comprehensive history captures the essence of what it takes to succeed in the global, high-tech marketplace.
Average customer rating:
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Executive Defense: Shareholder Power and Corporate Reorganization
Michael Useem
Manufacturer: Harvard University Press
ProductGroup: Book
Binding: Hardcover
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All Titles
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ASIN: 0674273982 |
Average customer rating:
- (((( my studio )))) 4 shields of protection. What a concept!
- A Must Read for All Businesses. . .small or large!
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Protect Yourself From Business Lawsuits: and Lawyers Like Me
Thomas A. Schweich
Manufacturer: Scribner
ProductGroup: Book
Binding: Hardcover
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ASIN: 0684852675 |
Amazon.com
Virtually everyone agrees that the process of corporate litigation has spun out of control. Thomas Schweich, an attorney who focuses on the negotiation, mediation, and arbitration of commercial disputes, believes that all of us should therefore be working to lessen our companies' susceptibility to lawsuits--while simultaneously shoring up our own professional reputations--by avoiding the "eight big mistakes" and constructing the "four shields" that he says can ultimately make or break any firm. In Protect Yourself From Business Lawsuits (...and Lawyers Like Me), Schweich begins with his theories on the legal system's problems and their direct and indirect ramifications for business owners as well as employees. He then presents his detailed suggestions for lawsuit protection, starting with a list of the primary blunders to bypass, such as Bad Writing (not knowing when, and when not, to write information down), Speculating (discussing something that you're not qualified to discuss), Bad Research (doing business with the wrong people), and Getting Personal (letting emotions get in the way of common sense). He concludes with explicit details on a quartet of defensive tactics related to document protection, corporate definition, alternative dispute resolution, and the wise choice of business partners. --Howard Rothman
Book Description
Corporate litigation has spun out of control. Large companies can spend up to 10 percent of their quarterly earnings on legal costs. What can you -- as an employee, CEO, or entrepreneur -- do to protect your company and your career from business lawsuits? In this groundbreaking book, Thomas A. Schweich, himself a lawyer, offers novel and inexpensive advice about how companies and their employees can use commonsense business tactics to avoid potentially devastating litigation.
For too long, companies have entrusted outside counsel to resolve disputes through litigation -- often at great expense to their bottom line and to individual careers caught up in the ongoing lawsuits. Now, you can work to resolve these problems yourself by avoiding the Eight Big Mistakes that often result in litigation -- including bad writing, bad estimating, speculation, bad research, side deals, and others. These mistakes are made every day in every kind of company -- from huge conglomerates to one-person start-ups. And everyone from the receptionist to the CEO makes them. One mistake at any level of the company can result in tremendous disruption within the company and a very costly verdict. The author also describes the Four Shields that any company can construct using internal resources to protect itself from the litigation scourge.
Protect Yourself from Business Lawsuits is a must for everyone from the CEO of a major corporation to the average employee seeking to protect his or her career to the entrepreneur for whom a lawsuit could mean bankruptcy.
Customer Reviews:
(((( my studio )))) 4 shields of protection. What a concept!.......2003-05-21
As a private music teacher I have to regularly defend myself against non-committal parents, who are often looking for advantages in lesson time shifting. It is a very real and hard issue for a dedicated private teacher. Studio time is limited and therefore it is as precious as teacher's professional skills. It took me many years to structure flexible lesson pricing - yearly contract rate, non-committal rate, single lesson rate - and enforce them.
The Four Shields, clearly described by the book author Thomas A.Schweich, contributed to better understanding and improvement of my contractual agreement with studio parents. More importantly, it helped to bring teacher - parents relationships at my studio into more respectful level. Thank you, Mr.Schweich, for a generosity of your spirit.
A Must Read for All Businesses. . .small or large!.......1999-02-11
The book is very readable and it is not necessary to be a lawyer to understand the risks and how to prevent potential litigation. It is hard to believe that a lawyer wrote this book since the book was an easy read and can serve as a good reference tool for managers to share with employees. Great work!
Product Description
This comprehensive electronic book on DVD-ROM contains a compendium of major financial reports filed with the Securities and Exchange Commission (SEC) for ten major aerospace and defense corporations: · Alliant · Boeing · General Dynamics · Goodrich · Honeywell · L-3 Communications · Lockheed Martin · Northrop Grumman · Raytheon · Rockwell Collins SEC reports include EDGAR database forms and filings, some dating back to 1994, with quarterly and annual financial reports, annual reports to security holders, 8-K, 10-Q, 10-K, forms 3, 4, 5, and much more. These government-mandated financial reports provide a wealth of vital information on these major companies! This incredible DVD-ROM is packed with over 355,000 pages reproduced using Adobe Acrobat PDF software - allowing direct viewing on Windows and Macintosh systems. Advanced search and indexing features are built into our reproduction, providing a complete full-text index. This enables the user to search all the files on the disk at one time for words or phrases using just one search command! The Acrobat cataloging technology adds enormous value and uncommon functionality to this impressive collection of government documents and material. Our news and educational CD-ROM and DVD-ROM discs are privately compiled collections of official public domain U.S. government files and documents - they are not produced by the federal government. They are designed to provide a convenient user-friendly reference work, utilizing the benefits of the Adobe Acrobat format to uniformly present thousands of pages that can be rapidly reviewed, searched by finding specific words, or printed without untold hours of tedious research and downloading. Vast archives of important public domain government information that might otherwise remain inaccessible are available for instant review no matter where you are. This book-on-a-disc format makes a great reference work and educational tool. There is no other reference that is as fast, convenient, comprehensive, thoroughly researched, and portable - everything you need to know, from the federal sources you trust. This DVD-ROM disc is for use in a computer DVD drive. The files can be accessed from the File Explorer in the same way that you open files from a CD-ROM disc; the CD-ROM and DVD-ROM formats are functionally the same, but the DVD has more than six times greater storage capacity. Of course, this disc cannot be played in a DVD player connected to a television set. It contains computer-formatted data, not video.
Books:
- How to Conduct Productive Meetings: Strategies, Tips and Tools to Ensure Your Next Meeting Is Well Planned and Effective
- How to Give an Effective Seminar
- How to Lie With Charts
- How to Make Effective Business Presentations--And Win!: A Practical A-To-Z Guide
- How to Say It At Work: Putting Yourself Across with Power Words, Phrases, Body Language, and Communication Secrets
- How to Say It At Work: Putting Yourself Across with Power Words, Phrases, Body Language, and Communication Secrets
- How to Use Power Phrases to Say What You Mean, Mean What You Say, & Get What You Want
- How to Win an Argument, 2nd Edition
- How to Write a Successful Marketing Plan: A Disciplined and Comprehensive Approach
- If You're Clueless About Getting a Great Job and Want to Know More (If You're Clueless)
Books Index
Books Home
Recommended Books
- Strategies for Successful Student Teaching: A Comprehensive Guide, Second Edition
- Home Ground: Language for an American Landscape
- Death Certificates of the Rich and Famous
- Great Failures of the Extremely Successful: Mistakes, Adversity, Failure and Other Stepping Stones t
- History: Fiction or Science
- Live Your Road Trip Dream: Travel for a Year for the Cost of Staying Home
- La'Au Hawaii: Traditional Hawaiian Uses of Plants
- Credit Derivatives and Structured Credit: A Guide for Investors
- Bridge Accounting: Procedure Systems and Controls with Financial Accounting Tutor 5.0 Package
- Family and Other Accidents: A Novel
Getting Through: Cold Calling Techniques To Get Your Foot In The Door
Sales Don't Just Happen: 26 Proven Strategies to Increase Sales in Any Market
Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition
Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions
The 25 Sales Habits of Highly Successful Salespeople
