Successful Sales Meetings: How to Plan, Conduct, and Make Sales Meetings Pay Off

Book Description

In what is the first really fresh job-hunting idea since What Color is Your Parachute?, 30 Days to a Good Job puts you on a strategic, systematic 30-day program that leaves you no time to become discouraged. This positive, highly focused program provides you with an accelerated schedule that reduces the conventional six- to twelve-month job search "sleepwalk" into a well thought out blitz that gets you not one but a half-dozen contacts in each of your prospective companies and up to 150 job contacts in a single month.

30 Days to a Good Job will show you:
-- How to arm yourself with the most effective self-marketing techniques to beat out the competition.
-- How to use a highly structured 30-Day Job Planning Calendar, complete with specific assignments to perform daily.
-- How to speed up your job search by employing Job Prospect Cards (listing company names and key decision-makers within the organization), Life Experience Cards (documenting work, education, and social experiences to help individualize resumes and cover letters), and a Contact Notebook (featuring pertinent information for follow-up letters and phone calls).
-- How to develop your own original, hand-tailored letters and resumes as adjuncts to the all-important and decisive job interviews
-- How to computerize your job search

Customer Reviews:

This unassuming book WILL land you your next job.......2003-02-06

Ignore the ho-hum editorial review posted above. This book truly has EVERYTHING you need to land the job you want, including interview tactics, outstanding resumes and cover letter samples, plus a lot more (such as negotiating a better salary once you get the offer).

It's geared toward people who are unemployed and therefore have all day to look for a job (it has a suggested daily schedule and to-do list for each day which is truly brilliant), but in every case I adapted its techniques while I was working full-time to get my next job.

This book has landed me my last three jobs. Did I get offers within 30 days? YES!, EVERY time, even in 2001 and 2002 when no one was hiring in my city (Atlanta). This book is worth thousands of dollars to me, so even if you're considering other job hunting books, by all means put this one on your "must get" list.

Julia G.

The consistent Christian and good deacon delineated: A sermon, occasioned by the decease of the late Mr. Job Heath, who was, for nearly thirty years, a ... place, on Lord's Day, November 19th, 1825
Average customer rating:
The consistent Christian and good deacon delineated: A sermon, occasioned by the decease of the late Mr. Job Heath, who was, for nearly thirty years, a ... place, on Lord's Day, November 19th, 1825
Joseph Ivimey
Manufacturer: Wightman and Cramp
ProductGroup: Book
Binding: Unknown Binding

Sermons | Ministry & Church Leadership | Christianity | Religion & Spirituality | Subjects | Books
General | Christianity | Religion & Spirituality | Subjects | Books
ASIN: B0008CX02K

Book Description

Strategies and tools that guarantee big-ticket sales!

Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

Customer Reviews:

The Ultimate Step-by-Step Selling Guide.......2007-06-25

I speak around the world on lead generation and marketing strategy. Neil did an outstanding job crafting "The SPIN Selling Fieldbook" to give you a roadmap on how to master complex sales strategy.

There is no other resource I can think of where you can "easily perfect" your approach and positioning sales strategy.

Neil gives you step-by-step plan that anyone can follow in their quest to excel at marketing their products or services.

The SPIN Selling Fieldbook gives you valuable "hands on" tools. I recommend the "SPIN Selling Fieldbook."

It is an invaluable resource that any salesperson or sales executive should have in their personal library.

Joe Heller, Trust Cycle Selling

Better than the standard Spin Selling Book.......2007-06-09

This field book is better than the original book was. If you are going to buy just one of the two you should probably just buy the field book. It allows you to apply the ideas very quickly.

Practice makes perfect........2006-11-14

Usually is not enough to read a book to have the knowledge, you need to practice, and that is what this book helps to, giving you ideas on how to put SPIN method into practice.

Nice book, but too easy after reading SPIN Selling.......2006-08-09

I bought this book together with SPIN Selling. I read the Fieldbook after reading SPIN Selling. If you've already read SPIN Selling, this book is not going to tell you much new things.

If you would read the Fieldbook instead of SPIN Selling, then I think the Fieldbook is not thorough enough, at least if you compare it to SPIN Selling.

In general I think the audience of this book is perhaps college students, or clever highschool students, but not really experienced salespeople. Maybe that's also because of the cartoons every now and then which make the book look like it's meant for younger people.

What I expected when I bought both books was that the Fieldbook offerd some transcriptions of salescalls, and an explanation of why certain aspects are wrong and how this could be improved using SPIN Selling. This was not really the case, it was more like a simple summary of SPIN Selling. So not really the Fieldbook I expected.

Anyway, the book is not bad, but I would not recommend to buy both SPIN Selling and the Fieldbook together. Also, if you're a serious and experienced salesperson I would recommend SPIN Selling. If you're new to sales or if you're still in college, I would recommend the Fieldbook.

Indispensable part of the salesman's library.......2006-07-19

This book is a practical guide for implementing the principles learned in the original book about 'Spin selling', however it is not necessary to have read the other book to make good use of this one. I think the SPIN methodology is a most valuable contribution from Mr. Rackham to the field of large sales and this book gives sound help to implement it.

Beat the Cops: The Guide to Fighting Your Traffic Ticket and Winning

Average customer rating:

outdated
A Good Introductory Title, But Shouldn't Be Your Only Source
This book is OK but there ARE better out there...
Beat the Cops: The Guide to Fighting Your Traffic Ticket and
WOW This actually works trust me

Beat the Cops: The Guide to Fighting Your Traffic Ticket and Winning
Alex Carroll
Manufacturer: AceCo Publishers
ProductGroup: Book
Binding: Paperback

Traffic Violations | Automotive | Nonfiction | Subjects | Books

State & Local Government | Government | Nonfiction | Subjects | Books

General | Politics | Nonfiction | Subjects | Books

General | Practical Guides | Law | Subjects | Books
Similar Items:

Speeding Excuses That Work: The Cleverest Copouts and Ticket Victories Ever
An Educated Guide To Speeding Tickets-How To Beat Avoid Them
How to Fight Your Traffic Ticket and Win!: 206 Tips Tricks and Techniques
Beat Your Ticket: Go to Court & Win (5th edition)
Fight Your Ticket in California (Fight Your Ticket & Win in California)

ASIN: 0963464116

Customer Reviews:

outdated.......2005-07-18

This book is outdated. there is no more than three paragraphs on laser/lidar and the information is not helpfull. The book does have many good points ,but it is outdated. The author should write a second edition on laser and lidar. I would buy it, but this book is not helpful with todays technology.

A Good Introductory Title, But Shouldn't Be Your Only Source.......2004-04-10

Beat the Cops is a good book to introduce yourself to the art of beating traffic citations, but the publisher gives themselves far too much credit by billing this title as a one-stop information shop. This book doesn't even cover courtroom procedures such as objecting to improper testimony and the information concerning the circumstances under which radar can be inaccurate is wholly incomplete.

As someone who has received in excess of ten traffic citations in the last five years, I had to learn how to beat the cops at their own game if I wanted to be able to legally operate a motor vehicle. Most of my citations were for speeding and I have beaten 6 of the 8 that I received. The two that I lost were the first two that I received.

I have taken cases to appeals court and won. This book doesn't cover appeals and other important topics. It also provides precious little information on the preparation of pleadings - a critical skill any veteran traffic citation contester must know inside and out.

Its a good introductory title, but it should not be your only source of information.

This book is OK but there ARE better out there..........2003-12-01

I bought this book along with An Educated Guide to Speeding Tickets by Richard Wallace a former cop and I gotta tell you, this book by Alex Carroll is ok at best. It covers some good points but it still leaves you hanging in some areas. I found the Educated Guide much better and full of helpful information. There was even a chapter on how to speed without getting caught. One tip was speed at shift change, when there are no cops on the road! I loved that one. All of these books help people fight back at the greedy states out there and that is great. I just found the book by Mr. Wallace much better. But glad these books are out here for the novices like me who know nothing about the equipment the police use and how the courts work.

Beat the Cops: The Guide to Fighting Your Traffic Ticket and.......2003-08-10

This book makes an excellent attempt to help you legally get out of speeding tickets. The book by Alex Carol not only includes ways to avoid getting tickets but also how to legally "cheat" wehn and if you're caught. In addition the book has many interesting points such as the 85% percentile rule and points out a study by Tignor and Warren that finds most speed limits are intentionally set 10mph below the "average flow of traffic", you can guess why. Very interesting and informative. An appealing book even if you don't speed.

WOW This actually works trust me.......2003-04-01

I don't care what anybody else says. I'm only 18 for those of you who care. This book does wonders. I'm in the process of my ticket and court case. My mom has got out of about 5 speeding tickets and this is her book that I am reading. It has also helped about 7 of my friends get out of their tickets. there is well over 100 ways to get out of speeding tickets. It's worth your 10-15 dollars to pay for this book. Heck they should make this a noval. There is also help for drinking and driving, red lights, parking tickets, repair tickets, and moving violations. I also have a friends dad that is a judge and he says that you can plea "State of Judustification"(I think that is how you pronounce it), which means that you plea gulty and pay the fine, but it will not go on you record unless you get another ticket or violation within 6-12 months. He also thinks that when you schedule you court date you can see what the officers work schedule, and do a little back round check of you offense you committed. Thank you for you time and good luck with your tickets and violations.

Average customer rating:

Excellent read!
A Ticket Worth The Price Of Admission
Like butter or better . . . .
Literary Fiction at its Best

Ticket to a Lonely Town
Bruce Henricksen
Manufacturer: Atomic Quill Press
ProductGroup: Book
Binding: Paperback

General | Short Stories | Literature & Fiction | Subjects | Books
ASIN: 0976053535

Book Description

In his debut collection of short stories, Bruce Henricksen conjures up a world of beautiful losers searching for grace in the cosmic joke that is urban life. All of these stories have been previously anthologized in leading literary journals.

Customer Reviews:

Excellent read!.......2007-07-03

Fantastic book with very realistic insights into character's regrets. Each short story ends leaving the reader wanting more.

A Ticket Worth The Price Of Admission.......2006-07-03

The storied lives of Henricksen's characters include lovers who regret their failed romances, husbands and wives who regret their failed marriages, fathers and mothers who regret how they failed their children. One, attempting to speak to his deceased wife, as "if dust could speak to smoke," says to her, "I wish that we could slip back, as on a trail of ancient starlight falling through time, and begin the story again."

Rather than wallow in self-pity, they attempt to reinvent themselves in the same manner in which one couple's old schoolhouse has become converted into a thriving commercial enterprise.

Some of Henricksen's characters appear in more than one story, giving the book a novelistic quality. In one story you see a character from his own and often delusional point of view. In a following story you see him again from the eyes of other characters.

Together, the characters form an ensemble of loveable losers who have made important bad choices while attempting to make up their lives. Their bad choices are important because they become lessons learned. But as much as they strive to invent and reinvent their lives, they often discover what they have become was not what they had intended.

These are poignant stories whose characters help us behold and feel their failures, shame, and isolation. They are poets who don't know it, poets whose innate sense of humor often helps them endure their pathetic human circumstances, poets who help us attain or regain awareness of who and where we are within the human comedy.

The book concludes with a personal essay in which Henricksen admits his characters are often aspects of himself and "choice slices of my own life." By writing short stories he discovered how "fact and make-believe are allowed to share a bed."

Like butter or better . . . ........2006-06-12

This is just the smoothest prose. I loved this book, it was a joy to read.

Literary Fiction at its Best.......2005-12-09

These are wonderful stories of longing and hope sprinkled with humor and regret. Henricksen's style is lyrical and vivid, and his depictions of New Orleans, Minneapolis, and other locales bring today's America to life. For reades who enjoy discovering a new author of real iterary power, this book is an unanticipated gem.

Big Powerball jackpot fuels dreams.(Gambling)(Lottery: The thought of winning the $215 million prize has residents lining up to buy tickets for tonight's ... from: The Register-Guard (Eugene, OR)

Average customer rating:

Big Powerball jackpot fuels dreams.(Gambling)(Lottery: The thought of winning the $215 million prize has residents lining up to buy tickets for tonight's ... from: The Register-Guard (Eugene, OR)

Manufacturer: The Register Guard
ProductGroup: Book
Binding: Digital
ASIN: B0008FQJ70
Release Date: 2005-07-30

Book Description

This digital document is an article from The Register-Guard (Eugene, OR), published by The Register Guard on December 21, 2002. The length of the article is 616 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Big Powerball jackpot fuels dreams.(Gambling)(Lottery: The thought of winning the $215 million prize has residents lining up to buy tickets for tonight's drawing.)
Publication: The Register-Guard (Eugene, OR) (Newspaper)
Date: December 21, 2002
Publisher: The Register Guard
Page: B1

Distributed by Thomson Gale

Connective Selling: The Secrets of Winning 'Big Ticket' Sales

Average customer rating:

Connective Selling: The Secrets of Winning 'Big Ticket' Sales
John Timperley
Manufacturer: Capstone
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

Book Description

There are only three outcomes to a potential sales opportunity; either you will win it, lose it or no decision is made. Connective Selling is about understanding how people buy so you can make the right move at the right time in the sales process.

Designed for `big ticket work, the Connective Selling model is equally applicable in all sales situations. Its about earning respect and trust by knowing your clients business and addressing their problems. Its about solving their issues and helping them succeed. It tells you what to talk about, and when, and how to really hear what your contacts are saying. Ultimately, its about the importance of building rapport and relationships to win business.

SPIN selling has been the dominant technique for the past decade but Connective Selling makes the sales process easier and more sophisticated. The practical `8 junction approach will help you sell effectively without the `hard sell. Connective Selling is for salespeople who want to win business with techniques that really work.

Download Description

"There are only three outcomes to a potential sales opportunity; either you will win it, lose it or no decision is made. Connective Selling is about understanding how people buy so you can make the right move at the right time in the sales process.

Designed for 'big ticket' work, the Connective Selling model is equally applicable in all sales situations. It's about earning respect and trust by knowing your client's business and addressing their problems. It's about solving their issues and helping them succeed. It tells you what to talk about, and when, and how to really hear what your contacts are saying. Ultimately, it's about the importance of building rapport and relationships to win business.

Book Description

This digital document is an article from Watercraft World, published by Thomson Gale on March 1, 2006. The length of the article is 1532 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: WaterCraft world and the cruiser factories: it's like finding the winning golden ticket, but ... without the chocolate. Mmmmm. Chocolate.(DREAM DEMO 2006)
Publication: Watercraft World (Magazine/Journal)
Date: March 1, 2006
Publisher: Thomson Gale
Volume: 20 Issue: 2 Page: 20(11)

Distributed by Thomson Gale

Winning the White House in the "lawsuit lottery": the Bush-Rove ticket to power.(TAKING AWAY VICTIM'S RIGHTS) : An article from: Multinational Monitor

Average customer rating:

Winning the White House in the "lawsuit lottery": the Bush-Rove ticket to power.(TAKING AWAY VICTIM'S RIGHTS) : An article from: Multinational Monitor
Andrew Wheat
Manufacturer: Essential Information, Inc.
ProductGroup: Book
Binding: Digital
ASIN: B000ALSY4S
Release Date: 2005-07-25

Book Description

This digital document is an article from Multinational Monitor, published by Essential Information, Inc. on March 1, 2005. The length of the article is 2484 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Winning the White House in the "lawsuit lottery": the Bush-Rove ticket to power.(TAKING AWAY VICTIM'S RIGHTS)
Author: Andrew Wheat
Publication: Multinational Monitor (Refereed)
Date: March 1, 2005
Publisher: Essential Information, Inc.
Volume: 26 Issue: 3-4 Page: 14(4)

Distributed by Thomson Gale

Average customer rating:

The Winning Ticket
Stephen C. Johnson
Manufacturer: Vantage Press Inc.
ProductGroup: Book
Binding: Paperback

General | Personal Finance | Business & Investing | Subjects | Books

General | Puzzles & Games | Entertainment | Subjects | Books
ASIN: 053312008X

Winning Ticket (American political parties and elections)

Average customer rating:

Winning Ticket (American political parties and elections)
M.A. Kahn , and F. Majors
Manufacturer: Praeger Publishers Inc.,U.S.
ProductGroup: Book
Binding: Hardcover

Average customer rating:

Winning Ticket! (Lottery Luck Ser.)

Manufacturer: Scholastic
ProductGroup: Book
Binding: Paperback
ASIN: 0590933892

Amazon

Even the staunchest of critics will usually concede Microsoft and its leader have demonstrated a remarkable flair for business over the years--whether or not, as a federal court has ruled, they boosted their efforts through improper means. Bill Gates, an entry in the Business Masterminds series from Dorling Kindersley, accessibly presents this management side for a general business audience. Robert Heller, founding editor of Management Today magazine and author of several books in the series, opens by acknowledging his subject's talent for "combining widely known technology with practical application of extraordinarily powerful business ideas." After a biographical sketch and brief mention of the antitrust case, Heller looks into the way the computer industry and its biggest player have reshaped the way we live and work. He then analyzes how Gates built his company (hired the super smart, managed knowledge effectively), developed the world's leading software products (invested in research, recognized opportunities), and turned "vision into value" (took big risks, hedged his bets). As with other books in this series, periodic Masterclasses are included that break the relevant business practices down into easily understandable and eminently practical bulleted points. --Howard Rothman

Book Description

Supplying lessons from today's most celebrated and successful business thinkers, DK's Business Masterminds series is perfect for people hoping to advance their corporate careers, make their own businesses grow and prosper, or achieve personal goals. In addition to providing overviews of each mastermind's most influential writings and speeches, each title is packed with full-color charts, diagrams, and photographs that graphically illustrate complex concepts.

Customer Reviews:

A Computer in Every Home.......2002-06-05

Bill Gates originally wanted to create "a tool for the Information Age that could magnify your brainpower instead of just your muscle power." He saw digital tools as the way to enhance the unique powers we all possess. For academics and techies it is pure heaven to share information online. Bill Gates predicted that the Internet would help to bring people together instead of causing "society to fly apart."

Either you love Bill Gates or you loathe him. I'm in the "love" category for many reasons. For one, I just love the software and it makes my life a dream. While he may be controversial, he seems to have a great heart for philanthropy and is well known for The Bill & Melinda Gates Foundation with a focus on scholarships, computers in schools and world health. So while many envy his wealth, you have to look at his generosity and how he is helping to change the lives of children all over the world.

"It's possible to save millions of children's lives just by applying the technology that's here today." ~Bill Gates

In this book, Robert Heller analyzes the key skills behind the genius of Bill Gates and presents the experience of one of the worlds top business gurus in an accessible format.

Discover how Gates:

Siezes Opportunities
Forges Key Collaborations
Hires the Best Brains - Read about what it takes to be considered "super smart!"
Focuses on His Goals - "A PC on every desk and in every home, using Microsoft Software"
Outwits the Opposition

Dominates the Market
Makes Solid Decisions
Recognizes His Mistakes - How Gates go the Internet wrong and then got it right.
Stays Ahead of The Game - Invading the Internet
Excels as a "Practical Intellectual"

This book also shows his Environmentally-Friendly-Computer-Controlled Lake Washington futuristic home that was so difficult to see from the freeway. ;>

Other books you will want to read:

The Road Ahead
Business @ the Speed of Thought
Bill Gates Speaks by Janet C. Lowe

~TheRebeccaReview.com

The business philosophy of Gates as a study in management.......2001-03-29

Exact figures would no doubt be elusive, but certainly one of the most recognized names is that of Bill Gates. Despite some of the negative circumstances of his success, it is gratifying to realize that he has star power to rival that of any other celebrity. Business and intellectual leaders contribute so much to the world, it is high time that they are treated as the stars they are.
This book is an examination of the Gates/Microsoft phenomenon from the perspective of business strategies. It is a combination of a brief historical record of the development of Microsoft and the reasons for that success. These reasons are then examined as case studies for how to succeed in the area of business management. The examples include the successes as well as the failures of Microsoft over the years. The dramatic changes that took place when Microsoft finally discovered the Internet will no doubt become the model for how a large company can change direction quickly and successfully. For all his faults, Bill Gates has shown a knack, albeit sometimes ruthless, for being one of the best business people of all time. His actions should be studied, both for emulation and avoidance.
Since most of the historical record was known to me, my interest was primarily in how the events were used to describe the introductory principles of management. In that area, the book is well-designed. The case studies are easy to follow and certainly relevant to the modern business climate. The level of the presentation is such that it can be understood by anyone interested in basic management.
It will be years before the historical record concerning Bill Gates is finalized. Until then, it should be studied as a modern success story to be examined for the lessons that can be learned. This book presents those tales in a manner that is neutral concerning the controversial aspects of the richest man in the world who still flies economy as an example to his employees.

Average customer rating:

Bill Gates: Business Masterminds
Robert Heller
Manufacturer: Diane Pub Co
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Management | Management & Leadership | Business & Investing | Subjects | Books
ASIN: 0756777747

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